Three or four times a year I pull the following little origination tip out of my bag and go for it. You will too when you realize how really simple this idea is, how inexpensive it is to implement, and how phenomenal the results can be for you.
The idea is a simple one...create a knockout mortgage flier...make lots of copies...and then place them on car windshields at your local Wal-Mart, Public, Winn-Dixie, or home improvement store, or whatever. Although this idea definitely falls into the super low-budget category, don't underestimate its potential.
Here's how you would put the plan into action...
Pick a morning and either do this yourself, or put your kids to work, or even hire a neighbor kid to help (with parent's approval of course), and head to your chosen store. Pick the busiest time of the week and or day to do this. I usually pick my local Wal-Mart because of the huge amount of traffic they generate on weekends, especially Saturdays.
Place your black and white mortgage fliers on the windshields just under the driver side wiper blade. You'll be surprised how many can be delivered in a short period of time.
Most folks grab the flier, get in their car, and they're off...and, your flier is on its way home to be reviewed later by a possible prospect. Refinance and Low Rate are the themes you should use for your flier...plus some freebie report information to entice them to call you.
As the cars come and go, place new fliers on the windshields of the new shoppers and pick up any discarded fliers. In a little over three hours of casual work, we placed over 150 refinance fliers on windshields. We did wait around for a half hour and cleaned up any discards.
The result: nine calls for the free report offered on the flier resulting in five great mortgage prospects. And, best part of all...the leads were so inexpensive to generate. This is just plain old low cost "budget" originating.
That works out to a 6% response rate which is super. Using regular paper, a black and white flier, and no postage costs, this origination idea is a no-brainer.
Here are a few important points to consider that will make your program successful...
1. Always pick the retailer(s) in your area with the greatest amount traffic.
2. Pick the day of the week that results in the most traffic. Saturday is probably your first choice.
3. Use your cell phone number on your fliers.
4. Always entice a response with a freebie such as a free report(s).
5. If your web site is capable of capturing information, offer that address and your phone number.
6. Run a split test, half of your fliers with your phone number and half with your web site address.
7. Bring some snacks and cold drinks so everyone is happy.
Remember, regardless of the current economic conditions, there are always people out there that either want to refinance or want to buy a home. Your job as a Mortgage Professional is to find them. If you always go where the traffic is, and then figure out a way to reach them with your mortgage marketing message, your pipeline will always be full and profitable.
by: Tom Domin
