Many loan officers make the assumption that when they enter the mortgage business that their employer will provide all the customers they need to earn a pay check. Well, that isnt always the case. Quite often, originators are responsible for generating their own leads. Knowing all of the regulations, products, and programs wont do you a bit of good if no one knows youre there. In order to make it in this business you will need to be a great salesperson who can confidently communicate the mortgage process by placing special emphasis on:

Your understanding of the customers needs

Your ability to complete the transaction

The features and benefits of the loan program

The loan terms and how they will impact the borrowers life

Lets take a look at a few of the venues that you might use to get the word out about your services:

1. Lead generation systems

2. Networking

3. The Internet

4. Traditional advertising

5. Educational seminars

Lead Generation Systems Lead generation systems come in a variety of formats. The most basic is a list of candidates that can be obtained from a list broker. Then there are qualified lead systems that funnel information from individuals who have inquired online. And finally, there are complete lead generation systems that include step-by-step training delivered in workbook and video format. Choose a system that has proven results for your niche and that can be easily integrated into your loan flow. When using lead generation systems keep the compliance guidelines referenced in section two in mind.

Networking Networking has always been a great way to drum up business. You can begin with your own circle of influence (family, friends, and colleagues) and branch out from there. Take advantage of opportunities to participate in activities that will allow you to connect with your niche. You can also form a joint venture with another professional.

The Internet The Internet is the fastest and most affordable vehicle for getting the word out about your service. You can accomplish this in a variety of ways:

Setting up a website and submitting your site to popular search engines

Advertising with online news and industry publications

Submitting articles and press releases

Offering free tips and resources for homebuyers

You can pre-qualify your borrowers and take applications online to expedite the process.

Traditional advertising Dont forget about the old standby methods: direct mail and newspaper advertising. With proper planning (and budgeting) these methods can still be effective. In fact, if your niche market is not tech savvy, this could be the best way to reach them.

Educational seminars You can set yourself apart from the competition by taking the time to educate your niche about your loan programs. Volunteer to speak at a business meeting or community meeting. Host a homebuyer seminar. Its an excellent way to uncover opportunities to increase your volume.

Stephanie Graham is a mortgage professional with more than two decades of experience in both retail and wholesale lending. Stephanie has excelled in a number of mortgage industry positions including CRA officer,corporate trainer, and consultant. Stephanie is currently a part of the executive team of Complete Mortgage Processing. More tips and techniques for mortgage processing and origination can be found at http: http://www.completemortgageprocessing.com

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