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Desperately Seeking Good Leads, The Adventure Driven Loan Officer

As loan officers, the word "lead" is by far one of the most common words we use during the day, it is the topic of many of our conversations, it is praised and cursed, it is good and it is bad, it is loved and it is hated, on bad days it is hard to find, and on good days it falls right into our lap.

The lead is a specter that haunts us constantly, we can't get enough of them, no mater how many or how little we have, we are constantly searching for more.

In a perfect world, a lead would be waiting for us every morning on our desk placed there by the lead fairy, along with a complimentary cup of coffee and a morning paper. With a waive of her magic wand she would ensure that every lead would turn into a deal and we would end up with a 100% closure ratio. Unfortunately this is not the case.

As a loan officer starting out in this industry, I came to work on my first day and expected the leads to just come out of no where, as you can expect, nothing happened. On the second day, I came to work, and again I expected the leads to just start coming out of no where. As you can imagine, nothing happened.

On the third day, I decided to make a move. I began the process of throwing myself into the world of networking. Although the concept was quite simple, I knew that reaping the rewards would prove to be a much more difficult task.

Lets face it, we can never have enough leads, we want to ensure that our pipe line is healthy at all times, with at least one closing per week.

One of the first groups I became involved with was a networking group called "All Business" and that is exactly what it was, all business. This particular group consisted of a President, a Vice President and a treasurer, along with a few other officers whose meaningless titles I cannot recall. The premise of this organization was to filter out any kind of conflict that could result from to many people belonging to the same industry, therefore only one person from a certain industry was permitted to join. As luck would have it, "All Business" did not have a representative from the mortgage industry, and after a two week screening process I was voted into the group.

The officers style of running this organization was militant, but effective. All members had to adhere to strict guidelines. For instance every Wednesday we met at a local diner at 7:00 am sharp, and upon arrival you could only speak of business and nothing else, and if you were a minute late you were fined five dollars. If you failed to show up with out a lead from the previous week, you were fined two dollars, and if you missed two consecutive meetings you were dismissed from the group.

Every Wednesday I was permitted to give a two minute speech before the group and familiarize them with the products I had to offer so they could then sell it for me, and once a month I was given the floor for twelve minutes to really wow them with what I could offer.

I loved to see their eyes pop when I spoke of cofi's, cozi's, and interest only loans, products they did not know existed.

Of course this organization came with a price, the annual fee was $500.00 paid in installments quarterly, but none the less, it paid for itself many times over by the leads I received from this group, which was basically a twenty five person sales force I had working for me. Over all this was time and money well spent.

My next step was to join my local Chamber of Commerce. We met every Tuesday afternoon for lunch at a popular local restaurant where a room was rented to accommodate us and serve iced tea and rubber chicken. The chamber was very large and consisted of many members, more than two hundred. It quickly dawned on me that this was an organization where I was going to really have to bust my but to get results, the chamber was loaded with competition, there were many bankers and mortgage brokers I was going to have to compete with, so I was going to have to be better than the rest, especially when I didn't have the luxury of a company picking up my tab of $300.00 per year and the $15.00 I spent on lunch weekly, to me this was more than just time out of the office.

In time my persistence began to payoff, and the referrals and leads began to come.

One thing I learned very quickly, was that the best way to receive a referral was to give one. Nothing is for free!

Over time my exposure through these organizations provided me with many very useful contacts in the banking and real estate industries. These contacts along with the referrals I was receiving from my family and friends, and also, referrals from former customers, my book of business began to grow at a very nice pace, and business was good.

One of the last things I decided to try was investing a couple of hundred bucks in a mortgage lead company. I didn't save them for last because I didn't have any faith in them, I waited until I had closed a few deals so that I could allocate some money toward this venture. By the time I was done investing in lead companies, and I had dealt with quite a few over the course of my loan officer career, I found that the experience was not as pleasant as the networking organizations I had joined, and a lot less rewarding.

I can't say that they were all bad. A few were quite good. But the few that were good, were only good in the areas of customer service and liberal return policies. However, the ones with the liberal return policies replaced my bad leads with other bad leads.

Part of this was my fault, I made the mistake of diving in without doing any kind of research before I made my purchase. The internet is filled with sites that I should have accessed to get on line reviews and surveys of just about every lead company out there, along with commentaries from loan officers who have used particular lead companies.

My quest for leads went from sitting around idle to something that rivaled the quest for the holy grail, and my quest continues to this day. This is not the end. It is just the beginning. By visiting my site at, you can check out some of the lead company reviews we have posted, and get an idea of what to look for in a lead company.

Jay Conners has more than fifteen years of sales and marketing experience in the banking and mortgage industry, and is the owner of J. Conners, Mortgage leads reviews. He is also the owner of a mortgage lead company, specializing in fresh leads. Jay Conners can be contacted via e-mail at [email protected]


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Helpful Mortgage Advice
Mortgage advice overwhelming you? Many people get advice from everyone on the planet when they talk about purchasing a home. People tell them their version of advice on most important factors and expect the potential home buyer to do as they have instructed.

Home Improvements Turn Average Homes into Dreams Come True
If you're thinking about taking out a home improvement loan, there are several options to consider. First and foremost, your mortgage consultant needs to know why you want a home improvement loan.

Home Loan Confusion Continues
Unfortunately, most Americans still do not understand how home loans work and how to take advantage of the wide array of programs available. The way I see it, people are still confused about mortgages in general and real estate finance, in particular.

Jumbo Mortgage Loans - Getting Approved for a Jumbo Mortgage Loan Online
Getting approved for a jumbo mortgage loan online is similar to getting approved for a traditional mortgage when you use a mortgage broker. However, you can expect to find lower interest rates online with better terms.

Reverse Mortgages: When Is One Right For You?
How do you know if a reverse mortgage is right for you? The answer depends on your current financial situation of course. But other factors such as your medical condition and lifestyle are important in determining whether or not a reverse mortgage is your best choice compared to a home equity loan, a line of credit, or just selling your home.

For Mortgage-Refinance Help, Get the Best Mortgage Professional, Not a Bank Loan Officer
When you need a mortgage -- either because you are buying, refinancing, taking out equity or getting into investment real estate, you need a good mortgage professional. Now, you may be tempted to go to your local savings and loan, as they may promise lower fees or zero costs.

Refinancing Online - Get The Best Refinance Home Loan You Can Get
When going to refinance or get a mortgage loan quote, the internet can be a useful tool to shop around for the best interest rate. The reason the internet is a good place to start applying, is because most mortgage applications online do not typically pull your credit with the first application.

Should You Refinance?
There are several reasons that might make someone consider refinancing their existing mortgage. One would be to get a lower interest rate than what they currently have, thereby reducing monthly payments and lowering the overall cost of the mortgage.

How Much Interest is Your Home Equity Earning?
How much interest are you earning on your home equity? If you answered nothing, zero, zilch, zip you are correct. What would you do if you could get triple compounding on your equity? Would you take action and build a fortune that would allow you to pay off the mortgage and create a retirement fund? We use a strategy called Early Mortgage Pay Off System or EMPOS?.

Home Equity Loans - Are They Right For You?
The bills are out of control and you need a new car. "Maybe we can get a new carpet and paint the house", you say to yourself.

Repayment of Loans - Lessening the Bitterness of the Process
So how have you planned the repayment? Don't tell if you haven't started the planning's yet. It is high time the planning's and the decisions be made regarding the repayment of the loan.

How to Buy a Home Without a Down Payment
Mortgage rates are rising and it's becoming more difficult for a prospective buyer to save up for the necessary down payment. Fortunately, there are ways around this hurdle.

Mortgage Loans For People With Adverse Credit - How Much Should You Borrow
"How much should you borrow?" is a question people with adverse credit wrestle with. The answer is simply as much as you can afford.

Poor Credit Home Equity Loan Tips
A home equity loan can help repair your poor credit history. Begin by finding a competitive financing lender with affordable rates and terms.

5 Home Buying Essentials
Purchasing a home involves certain important, even essential, steps that every buyer should take before closing on a purchase. Let's examine these "essentials" which, if properly implemented, can help you save valuable time and aggravation.

Bad Credit Loans Authenticate What Is Positive About Bad Credit
This might not be the front page news but it is now out in the open! 'Bad credit is getting loans - all kinds of loans'. Lending institutions, banks and other financial constitutions are coming forward to provide loans for bad credit.

Bad Credit Home Equity Loans
A home equity loan allows you to borrow against the equity you have built in your house. Even if you have no equity, you may be able to borrow up to 125% of the value of your home.

Home Equity Loans 101
A secured home loan differs from an unsecured loan in that the secured loan borrows against one's home as collateral, thereby reducing the risk to the lender. As such, secured home loans often offer better interest rates than unsecured loans, but offer higher risk to the borrower, as defaulting on these loans can have greater consequences, such as fines, or even possible repossession of the home originally put up as the secured collateral (subject to the amount of the loan, of course).

Mortgage Brokers or Banks: Which is Right For You?
When you're looking for a home loan, you might work with an officer at a bank or other lending institution, or you might choose to work with a mortgage broker. The end result is the same - a new house, but the two types of jobs differ.

Home Equity Loan Risks
Home equity loans give individuals a tool to extend their existing credit line by securing debt on the equity value of their existing homes. This access to easy and cheap money can lure the borrower into securing a debt for reasons which otherwise could have been funded through wise money management.

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