A successful commercial mortgage broker is only as good as their leads. The referral sources you build relationships with over the course of your career are valuable resources, which is why creating and maintaining these connections is so important. Likewise, reaching out to and connecting with borrowers is also incredibly important to growing your business and closing more loans. Here are some ways you can generate more commercial mortgage business:
Utilize social media
As we’ve discussed before, social media is a great tool when it comes to reaching out to potential commercial mortgage leads. Be sure that you’re posting content about the mortgage industry that is relevant to potential referral sources and borrowers and that you’re engaging with your followers if they ask questions.
Don’t ignore digital
In addition to social media, there are a number of other ways to reach out to leads in the digital sphere. Crafting email marketing campaigns that are informative and useful as well as building a user-friendly website are both great ways to connect with potential commercial mortgage leads.
Make time for your sources
While direct borrowers are great, your referral sources are a very important component of your success. Be sure to set aside time each day to speak with them. Calling or emailing once or twice is a great way to touch base with sources like accountants, bankers and lawyers and remind them of the services you can offer their clients.
Schedule a meet-up
While it’s great to connect with your sources through social media, email and various other channels, it’s also a great idea to schedule a face-to-face meeting from time to time. This lets your referral sources know that your relationship is important and that you’re committed to serving them and their clients.
It’s crucial for commercial mortgage brokers to connect with steady sources of leads and maintain those relationships through consistent communication. By utilizing newer methods of communication like social media and email and pairing them with more traditional means such as phone calls and face-to-face meetings, you can craft a strategy to cultivate and keep referral sources. And the more sources you have for commercial mortgage leads, the more loans you’ll close.