5 Commercial Mortgage Leads Shortcut Markerting Tips!

It's no secret that commercial mortgage leads are one of the keys to success in the commercial loan niche.

The problem is that there are many commercial lenders and commercial loan officers to deal with and far to few commercial loan prospects. In addition, you have mortgage brokers who have been solely involved in homeowner mortgage lead generation and now they are entering the commercial lending arena and generating commercial mortgage leads.

But the good news is that most of your competition is not very good at marketing and generating commercial mortgage leads, and their client support and follow up is usually atrocious.

This means there is opportunity for you to generate commercial mortgage leads and capture poorly nurtured clients from your competition. In addition you can shore up your referral marketing efforts by continuing to market to clients in the back end.

See, most loan officers are so geared toward making a sale that they bulldoze over otherwise good commercial leads. They either forget about these potential clients or don't work the back end (referrals) property.

It's not their fault. They were trained that way. Especially if they work for a big lending institution. The lending institution is totally geared toward quarterly profits and earnings to satisfy their stock holders, not getting commercial mortgage leads and taking care of their clients...

They are always thinking, "Okay, tagged and bagged. Now get the next one and the next one."

But if you have an independent bone in your body, you can take a step back and take a closer look at marketing for commercial mortgage leads and referrals.

When it comes to commercial loan leads and marketing, here's the first thing you need to do is focus your energy on effective direct response marketing and how to 'Wow' your prospective clients.

Second, you need to shore up your sale by following up on the phone and with thank you cards and even thoughtful gifts. After that, follow up with a request for referrals.

That is the very basic formula. But each area can be broken down into a week long seminar because effective marketing and commercial mortgage lead generation is not as cut and dry as it might sound.

But there are some shortcuts to generating qualified commercial loan leads. I am going to reveal some of them here.

Shortcut #1: Buy commercial mortgage leads. But buy them from a good lead generation company...

• Ask for testimonials and references.
• Review a sample lead.
• Ask about their refund policy and how to go about being credited for poor quality leads. If it sounds good, that's a good sign (ask the references about there experiences here).
• Ask them how they are generating their commercial loan leads. Ask for the website and/or direct mail piece that they are using to generate commercial loan leads. If they are telemarketed mortgage leads ask for an good overview of their system. These leads can either be very good or very VERY bad. Don't pay top dollar for telemarketed commercial leads unless you are going to work live transfer leads (more on this later).

Shortcut #2: Buy a list of hot prospects. You can buy lists that show exactly what business in your area has a loan coming up for renewal, what the loan amount is, and who the lender is as well. These lists are gold. You can't get our highly targeted lists anywhere because we use a proprietary system that is intensive, and you have to qualify for it. Read more about our commercial lists here.

If you are really good on the phone, these lists are going to become an amazing resource for you.

SIDE BAR: If you send a killer direct mail piece (package) and follow up several times prior to your call you can get a very good appointment rate. I know of a broker who sends a Courier dressed in a Gorilla outfit to deliver their marketing message and closes huge loans left and right.

Shortcut #3: Website commercial mortgage lead generation. Set up a lead generation website. This website can be optimized to get free traffic (highly recommended). But to get qualified leads right away from this website you should buy traffic from Google (for starters). You can buy traffic on a local, regional, and national basis. You can even do it by county and/or zip code. Very cool. A must do if you want to build your business and get qualified commercial mortgage leads.

Shortcut #4: Create an effective direct mail campaign. Buy a list of prospects for commercial loans and create a multi-step lead generation postcard and letter system. Deliver your marketing message using USPS, UPS, and Fed Ex. Use one or a combination of these services. Package your marketing letter and or postcard so that people actually read it. Then, write killer copy so that your commercial prospects respond. Use 'grabbers' to enhance response and deliver more 'Wow' to your campaign.

Commercial Marketing Leads Shortcut #5: Create a follow up lead generation system to your current client base. Use a newsletter. But don't use any old newsletter. Make is fun to read, and include a lot of things that have nothing to do with loans and financial products.

In one of our newsletters we have a "Betcha Didn't Know" section, a customer spotlight section, tips, and trivia. It's a big hit. Most newsletters in the mortgage industry are so boring that they are not worth mailing. You can use it to generate commercial loan leads and referrals, create 'expert status', and make your employees happy as well (giving them credit in the newsletter goes a long way).

More shortcuts, marketing tips, and how to generate commercial leads are available absolutely free in our free quality mortgage marketing and lead generation mini course.

Hope this helps you get more commercial mortgage leads, and I look forward to hearing about your success as you step up your commercial loan marketing game.

Related Articles:

Commercial List

Residential Mortgage List

Mortgage Lead Generation

Loan Officer Marketing