What the job of a good mortgage broker consists of?

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Partnering Sales and Marketing

Sales and marketing are two important aspects of growing your mortgage broker career. The two activities complement each other, yet they are not the same thing. You can focus on marketing without ever making a sale. To grow your mortgage broker career here in B.C., you need to understand how to both market and sell.

Laying Out Your Marketing Strategy

There are many marketing approaches you can use today that don't involve a lot of money. They do require taking the time to learn how to use them.

For example, having a website is a tool that few mortgage brokers think about. They're content with having their picture on the partner's page of the mortgage brokerage they work for. At best, the business site may give a page to the broker.

It's an opportunity missed to build trust with home buyers and realtors that could become a steady source of referrals. A mortgage broker who is excited enough about his or her career to build a web presence that demonstrates expertise and knowledge stands out above those who just hope that business will come their way. If you want to be in the top 10%, you do want to use the information highway to propel your career forward.

There are other marketing strategies such as direct mailing and email list building. Each needs to be considered carefully before you commit resources to them.

Building Your Sales Funnel

If you want to be part of the 10% who control 90% of the mortgage brokerage activity in B.C., you have to stop operating in "survival mode." You must become proactive in developing lead referral partnerships. This means you have to nurture positive relationships with the people who have power to send referrals your way-local high performance B.C. real estate agents.

Take a few hours to find out which realtors are moving properties. These are the realtors you want to meet and work with. At the same time, recognize that realtors who are only selling three or four properties per year can still be a source of customers. Get to know all the realtors in your area and nurture your contacts with them.

Keeping Your Sales Funnel Filled

Two things keep your sales funnel filled. One is providing top quality mortgage broker service. Two is never letting down on your marketing activities.

You'll quickly find your funnel empty if you don't dedicate time every week to keeping it filled.

  • Start a blog on your website that talks about what you do as a mortgage broker. The new content will help you rise in search results and can lead to new customers.
  • Network with realtors as frequently as practical.
  • Keep leads warm by sending out informative emails.

And never forget that you'll lose repeat business from the referrals if you don't deliver the kind of customer experience that buyers brag about. You want word to get back to the person who referred that it was positive experience.