Leads | REMALO Marketing Blog

Posts Tagged ‘leads’

How do you know?

Sunday, February 14th, 2010

How do you know if the company you are buying leads from is any good?

post by Sam Collins

Without leads we are out of business. Plus we all know in our business we need more leads than the normal business, because our sales cycle is long. For example, I was able to get a deal last week which happened after 3 years since my first contact.

This Wednesday we are having a special two hour Lead Extravanza ! The idea of hiring a lead provider prompted me to think what you should consider when you decide to hire a lead provider! Yes, don’t forget your lead provider works for you. Unless you get the results you want, then you must fire them and fine someone else.

Here are a list of things I think you should consider when hiring a lead provider:

1. Cost; can they tell you what a lead is really costing?

2. What is their track record?

3. Do they understand the reverse mortgage industry?

4. Are they compliant? In other words, do they use best marketing practices as suggested by the FTC?

5. Do they have a guarantee?

6. What are the billing terms?

7. Do they have testimonials or references?

8. What is the turnaround time?

9. Do they have an graphics department? Is creative included in the price?

10.Do they have more than one program?

11. Do they help you purchase a good database?

If you want to get everything you want out of everything you got, then you will want to be here this Wednesday for our two (2) hour Lead Extravaganza.

Remember, keep moving forward to stay ahead in reverse.

***Go here to see the terms suggested by the GAO not to use in your advertorials:
http://www.remalo.org/members/685.cfm

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Tags: Best Marketing, Billing Terms, Creative, First Contact, Ftc, Graphics Department, leads, Marketing Practices, Mortgage Industry, reverse mortgage, Sam Collins, testimonials, Turnaround Time
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I get most of my reverse business from referrals?

Tuesday, November 3rd, 2009

How would you like to be the one that says, “Most of my business comes from referrals.”
post by Sam Collins

eat-ham

Where do you get most of your leads? If you said from referrals, give yourself a big pat on the back.

Today I spoke with one our REMALO members, Mary from Chicago, and she said most of her business comes from referrals. Mary has a few of her seniors who are raving fans. They simply love Mary and they love how a reverse mortgage has improved their lives.

Do you have any raving fans? If not, I am going to show how you can get them screaming your praises and recommending their friends to do business with you!

This is the perfect time of the year to reach out to your clients. The event is this Wednesday, so don’t delay!
Register now: http://www.remalo.org/public/mgcal.cfm?calID=1&caldate=11/4/2009

Remember, keep moving foward to stay ahead in reverse.

Tags: Business Referrals, leads, Members, Raving Fans, reverse mortgage, Sam Collins, seniors
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Survey Says!

Monday, July 6th, 2009

Post by Sam Collins

Our recent REMALO surveys shows that the #1 challenge today in the reverse mortgage business is getting more leads.

This came as no surprise to me, since leads are and will always be the key to building your reverse mortgage pipeline. Herein lies the challenge. There is more demand for leads than there are leads.

I just recently wrote an informative article entitled ” Have I got a Lead for You ”
published in the July edition of the Reverse Review.

Many of you have already told me how instructive this article has been for you.
With so much information out there to absorb, I did not want you to miss out.

Here is what I suggest:
1. Go to the link below and read the article in it’s entirety.
http://www.remalo.org/members/535.cfm
2. Next, print out the article.
3. Review the fine bullet points that apply to your situation.
4. Evaluate and implement your own lead strategies and compare them against
results and cost effectiveness.

The #2 challenge for you in your reverse mortgage business was competition. Seems like everyone who used to be a expert on the traditional side is now one for reverses. Continued competition trend is expected to grow more and more because the traditional (forward) business is being impacted by housing pricing and more stringent underwriting guidelines. Now couple this with expected higher rates, which are coming sooner than we might think. This means you need to step up your game to a much higher notch.

Having resources and the proper training in both sales and marketing are essential and key ingredients. We have recently added the HECM Training power points and our own 7 day E course, included for all REMALO members, plus we are on the cutting edge of offering more and more training, with our Workshop this Wednesday, all about over the phone selling of reverse mortgages. If you have not signed up, get registered today.

Remember, keep moving FORWARD to stay ahead in REVERSE.

Tags: Array, Bullet Points, Business Competition, Cost Effectiveness, Cutting Edge, Game, hecm, Informative Article, Lead, leads, Mortgage Business, Notch, Org Members, Pipeline, reverse mortgage, Reverse Mortgages, Sales And Marketing, Sales Marketing, Sam Collins, Surprise, Survey, Surveys, Traditional Business, Trend
Posted in General, Sales, Training | No Comments »

Demand for leads exceed the supply…

Sunday, April 12th, 2009

post by Sam Collins

Did you ever stop to consider why your lead response rate for acquiring leads has dropped to lower than ever levels?

I am not sure about you, but as little as 2-3 years ago my response rate for acquiring leads was at least twice as much as it is today. Why? There could be a several reasons, but the obvious one is there are more competitors in the marketplace bidding for the senior client’s attention. Therefore, today it is more important than ever to add layers of marketing approaches to your reverse mortgage business. Some of these layers involve time and money. In order to be successful, you must make the committment to both.

What happens when the demand exceeds the supply? The most obvious is an increase in the cost of doing business. In other words, if you use to get 100 prospects with a 5000 mail piece and now you only get 40-50, then the cost of those prospects have essentially doubled, thereby increasing your cost of doing business.

So, what are you doing to increase your response rate and drive your cost of doing business down. If you are member of REMALO, you know there are tons of sales and marketing tools for you on the Membership site. If you are not a member, you should consider a trial run.

I will leave you with this suggestion for improving your conversions and maximizing your investment.
Here it is:
Make an investment in your business. Yes, you can no longer afford not to invest in your business. Investing in your business is investing in yourself and your future. With all the changes and pressures being exerted in our industry, you must consider investing or be prepared to have a good exit strategy.

If you are saying how can I make an investment, I don’t have the money? It doesn’t take much money, click here for a simple lead strategies approach. Next, if your budget is tight, then you must have time. Get out of the office and on the street. Leverage your relationships, review old files, and become a guerilla marketer.

Remember, keep moving forward to stay ahead in reverse.

Tags: Budget, leads, Mail Piece, Marketing Approaches, Marketing Ideas, Marketing Tools, Mortgage Business, Response Rate, reverse mortgage, Sales And Marketing, seniors
Posted in General, Training | 1 Comment »