Where to Find Qualified Mortgage Leads?

Posted on | April 21, 2011 | No Comments

According to Investopedia, a qualified lead is a potential customer who has expressed interest in a product or service and meets general buying criteria. For the mortgage professional, this is an individual who has taken a first step towards purchasing a home and has the means to purchase. But the question is often asked, how do I find them? After all, qualified mortgage leads aren’t walking with a sign around their neck saying “I’m looking to buy.”

There are however, methods to capture these types of leads. This article will show you the basics.

As the definition above stated, a prospect is deemed qualified after they’ve taken an initial step towards buying a home. A first step can be anything from initiating a phone call to filling out an application. The main point is that they’ve initiated contact.

It becomes your job to be the person who is contacted. In order for this to happen, you need to be in the right place at the right time. Take the time to understand how the average person looks for a mortgage. They often talk to their friends and ask for recommendations. They also do research and compare rates online. The web has made it easy for individuals to shop around. This has created opportunities for creative mortgage professionals to generate leads.

While the average person does their research, they’ll browse through many websites. As they browse, they read articles, contact companies, and communicate with peers. You’re job is to be a part of this buying process.

Solve Problems

Launch your own website (Wordpress.com makes this very cheap) and become a trusted source for information. You’ll become an authority by publishing quality content that addresses questions and problems for customers in the buying process. For example, If someone is trying to understand the benefit of FHA mortgages and you’re website provides information to answer their question, you’ll automatically build trust

However, having valuable information is not enough. You need to create a way for your readers to take that first step and contact you. Only then will a reader become a qualified mortgage lead.

Have Them Initiate First Contact

There are various ways to have prospects initiate first contact. A great way to start is with a simple contact form where you collect their name, address, and phone number.

Once you’ve created you’re contact form, make it your main focus to drive readers to the form. The best way to do this is with a “call to action.” In sales this is known as “closing,” At the end of all your articles ask your readers to contact you via your form. Many people make the mistake of assuming a reader will know what step to take next. Readers want to be led and it is your job to lead them to your form. The readers who contact you will be one step closer to becoming a qualified lead. It then becomes your job to determine whether they meet the buying criteria.

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