YOUR FIRST MILLION DOLLARS
Your Greatest Asset Is Your Contact Database
There’s no need to spend more; use your tools wisely BY ADAM SMITH, SPECIAL TO NATIONAL MORTGAGE PROFESSIONAL
A
s a loan originator, you only have one job. Do you know what it is? Nope. That’s not it. I could give you another guess or two but I’ll just tell you. Generating leads. Generating leads is your only job. That’s the only thing you have to do. Originating loans means just that. Originating. Once a loan has been originated, your job is done and you only need to focus on originating more loans. The job title isn’t pay stub chaser or closing scheduler. The job is going out and generating more leads. Originating more loans. Just The Tips Coaching is focused on exactly that: lead generation. We are not life coaches. We’re not going to make you better lovers. We’re not even going to help you become better negotiators or closers. You can generate more leads without spending any more money than you already are on crap you don’t need. You don’t need a fancy CRM. You
don’t need to be running paid ads on Facebook. You don’t need to be shelling out cash for complicated funnels. And you certainly don’t need to be sending out mailers and putting you picture on grocery carts. You need to be building and furthering relationships and get to a repeat and referral business that still grows, even if you decide to disappear for a month. I’m hoping you already know that your greatest asset is your contact database. I don’t care what your business owns: this is more valuable. You need to treat it as such. You need to nurture it and grow it. You need to pay attention to it and maintain it. This is a crucial piece of everything you need to do in your lead generation going forward. I think my contact
database is currently about 12,000, maybe more. Start to focus on your contact management. The contact database doesn’t do you any good if you’re not staying in front of those people and have contact management systems in place. You need to be contacting these people. You need to call them, text them, email them, ping them on social media, and so on to ensure you are staying in from of them. We touch those 12,000 people about 40 times a year, each.
TAKE ADVANTAGE What about your email and texting? Are you using it to your advantage? You’re paying for it, one way or another, so you’d better. And what about your email signature file? Is that sculpted in a way that helps you generate even more leads? It should be. Did you know you could have a text signature file? Yeah, you can. And you know you need to be using more social media. You need to be using Facebook and Instagram and
“You need to be building and furthering relationships and get to a repeat and referral business that still grows, even if you decide to disappear for a month.” PEOPLE ON THE MOVE //
> ServiceLink
appointed Yvette Gilmore senior vice president of servicing product strategy, bringing more than 20 years of experience leading servicer relationship and performance management efforts.
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| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE
> Nations
Lending added a new branch in Naples, Florida to be led by industry veteran Robert Proulx.
> LenderClose named Samantha Paxson to its board of directors.
> Timothy
Harder is now the national reverse marketing specialist for Fairway Independent Mortgage Corporation.
