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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 www.jconners.com, 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 http://www.callprospect.com a mortgage lead company, specializing in fresh leads. Jay Conners can be contacted via e-mail at [email protected] MORE RESOURCES updated Thu. May / 13 / 2021 Today’s Mortgage Refinance Rates, May 13, 2021 | Rates Retreat - NextAdvisor Today’s Mortgage Refinance Rates, May 13, 2021 | Rates Retreat  NextAdvisor Today's 30-year mortgage refinance rates cross 3% while 15-year fixed hold | May 13, 2021  Fox Business Weekly mortgage refinance demand jumps on brief drop in rates  CNBC Mortgage refinance rates on May 13, 2021: Rates ease  CNET Denied a Mortgage Refinance? Do These 3 Things to Turn a No Into a Yes  Motley Fool View Full Coverage on Google News Mortgage refinance rates on May 10, 2021: Rates ease - CNET Mortgage refinance rates on May 10, 2021: Rates ease  CNET Today's mortgage refinance rates: 15-year rates notch 88 days at record low | May 11, 2021  Fox Business Mortgage Refinance Rates Today, May 11, 2021 | Rates Dip  NextAdvisor Today’s refi rates slide – May 10, 2021  Bankrate.com Considering a mortgage refinance? This is where to start  FOX 9 View Full Coverage on Google News Mortgage Refinance Rates Today, May 5, 2021 | Rates Drop - NextAdvisor Mortgage Refinance Rates Today, May 5, 2021 | Rates Drop  NextAdvisor Today's Mortgage and Refinance Rates: May 13, 2021 | Rates Trend Downward - Business Insider Today's Mortgage and Refinance Rates: May 13, 2021 | Rates Trend Downward  Business Insider Mortgage refinance rates for April 30, 2021: Rates move higher - CNET Mortgage refinance rates for April 30, 2021: Rates move higher  CNET 7 Steps for a Successful Mortgage Refinance - Business Insider 7 Steps for a Successful Mortgage Refinance  Business Insider Today’s Mortgage Refinance Rates, April 28, 2021 | Rate Falls - NextAdvisor Today’s Mortgage Refinance Rates, April 28, 2021 | Rate Falls  NextAdvisor Today's 30-year mortgage refinance rates dip under 3% | May 4, 2021 - Fox Business Today's 30-year mortgage refinance rates dip under 3% | May 4, 2021  Fox Business Today's Mortgage Refinance Rates -- May 3, 2021: Rates Climb - Motley Fool Today's Mortgage Refinance Rates -- May 3, 2021: Rates Climb  Motley Fool How to refinance a mortgage | Mortgage - Chase News & Stories How to refinance a mortgage | Mortgage  Chase News & Stories Mortgage refinance demand hits lowest level in over a year, and homebuyers retreat, too - CNBC Mortgage refinance demand hits lowest level in over a year, and homebuyers retreat, too  CNBC Today's mortgage refinance rates creep up, but still at record low | April 19, 2021 - Fox Business Today's mortgage refinance rates creep up, but still at record low | April 19, 2021  Fox Business Mortgage Refinancing Initiative to Help Lower-Income Borrowers - The Wall Street Journal Mortgage Refinancing Initiative to Help Lower-Income Borrowers  The Wall Street Journal Today's mortgage refinance rates dive to 8-week low | April 21, 2021 - Fox Business Today's mortgage refinance rates dive to 8-week low | April 21, 2021  Fox Business Today's mortgage refinance rates do not budge from yesterday's lows | April 15, 2021 - Fox Business Today's mortgage refinance rates do not budge from yesterday's lows | April 15, 2021  Fox Business Today's Mortgage and Refinance Rates: April 25, 2021 | Rates Go Down - Business Insider Today's Mortgage and Refinance Rates: April 25, 2021 | Rates Go Down  Business Insider Can I refinance my late mother's house? I've spent $20,000 on repairs --- and I'm running out of money - MarketWatch Can I refinance my late mother's house? I've spent $20,000 on repairs --- and I'm running out of money  MarketWatch Today's Mortgage and Refinance Rates: April 18, 2021 | Rates Swing - Business Insider Today's Mortgage and Refinance Rates: April 18, 2021 | Rates Swing  Business Insider BBB Tip: Should you refinance your home for a lower mortgage interest rate? - KVOA Tucson News BBB Tip: Should you refinance your home for a lower mortgage interest rate?  KVOA Tucson News Today's mortgage rates inch up from record lows, but refinance rates still a great deal | April 15, 2021 - Fox Business Today's mortgage rates inch up from record lows, but refinance rates still a great deal | April 15, 2021  Fox Business The Average Homeowner Could Reap $4,000 a Year by Refinancing. Here's the Smartest Thing You Can Do With the Savings - Money The Average Homeowner Could Reap $4,000 a Year by Refinancing. Here's the Smartest Thing You Can Do With the Savings  Money Mortgage and Refinance Rates Today, April 23, 2021 – Rates still low - Bankrate.com Mortgage and Refinance Rates Today, April 23, 2021 – Rates still low  Bankrate.com New American Funding Named a Best Mortgage Refinance Company - PRNewswire New American Funding Named a Best Mortgage Refinance Company  PRNewswire Should you pay off your student loan debt by refinancing your mortgage? - Yahoo Finance Should you pay off your student loan debt by refinancing your mortgage?  Yahoo Finance I Chose a Cash-Out Refinance Over a Home Equity Loan. Here's Why - Motley Fool I Chose a Cash-Out Refinance Over a Home Equity Loan. Here's Why  Motley Fool New refinance could save low-income borrowers $2,000/year - The Mortgage Reports New refinance could save low-income borrowers $2,000/year  The Mortgage Reports PHH Mortgage Lender Review 2021: Offers Standard Mortgages But Lacks Basic Information - NextAdvisor PHH Mortgage Lender Review 2021: Offers Standard Mortgages But Lacks Basic Information  NextAdvisor Borne the Battle #240: Benefits Breakdown: Interest Rate Reduction Refinance Loan (IRRRL) - VAntage Point - VAntage Point Blog Borne the Battle #240: Benefits Breakdown: Interest Rate Reduction Refinance Loan (IRRRL) - VAntage Point  VAntage Point Blog Mortgage lenders are competing more on rates — and that’s good news for borrowers - Bankrate.com Mortgage lenders are competing more on rates — and that’s good news for borrowers  Bankrate.com Closing On A House? Here’s How Long It Takes - Forbes Closing On A House? Here’s How Long It Takes  Forbes Personal Loan Vs. Home Equity Loan – Forbes Advisor - Forbes Personal Loan Vs. Home Equity Loan – Forbes Advisor  Forbes 3 Problems With Cash-Out Refinancing - Motley Fool 3 Problems With Cash-Out Refinancing  Motley Fool Today’s National Mortgage Rates, May 12, 2021 | Rates Receded - NextAdvisor Today’s National Mortgage Rates, May 12, 2021 | Rates Receded  NextAdvisor The Federal Reserve Meeting Suggests Mortgage Rates Will Stay Low - Business Insider - Business Insider The Federal Reserve Meeting Suggests Mortgage Rates Will Stay Low - Business Insider  Business Insider Current mortgage interest rates on May 5, 2021: Rates decline - CNET Current mortgage interest rates on May 5, 2021: Rates decline  CNET Best Mortgage Refinance Lenders 2021 – Forbes Advisor - Forbes Best Mortgage Refinance Lenders 2021 – Forbes Advisor  Forbes Today's mortgage rates continue upward trend, 30-year fixed hit 3% | April 29, 2021 - FOX 11 Los Angeles Today's mortgage rates continue upward trend, 30-year fixed hit 3% | April 29, 2021  FOX 11 Los Angeles Mortgage refinance demand drops 20% as rates rise to 10-month high - CNBC Mortgage refinance demand drops 20% as rates rise to 10-month high  CNBC Here’s How Many Times You Can Refinance Your Mortgage - NextAdvisor Here’s How Many Times You Can Refinance Your Mortgage  NextAdvisor Mortgage Refinance Options & Types | Refinance - Chase News & Stories Mortgage Refinance Options & Types | Refinance  Chase News & Stories Digital Homeownership Platform Better to Become a Publicly-Listed Company via Merger with Aurora Acquisition Corp.; Company is Redefining the Homeownership Experience - Business Wire Digital Homeownership Platform Better to Become a Publicly-Listed Company via Merger with Aurora Acquisition Corp.; Company is Redefining the Homeownership Experience  Business Wire Best mortgage refinance lenders in 2021 - Bankrate.com Best mortgage refinance lenders in 2021  Bankrate.com 4 Costs You'll Face When Going From Starter Home to Forever Home - The Motley Fool 4 Costs You'll Face When Going From Starter Home to Forever Home  The Motley Fool Capital Senior Living Corporation Announces First Quarter 2021 Results - Business Wire Capital Senior Living Corporation Announces First Quarter 2021 Results  Business Wire Today's mortgage refinance rates spike, one key rate still below 3% | March 15, 2021 - Fox Business Today's mortgage refinance rates spike, one key rate still below 3% | March 15, 2021  Fox Business Mortgage refinance demand plunges 43% from a year ago, as higher interest rates take their toll on borrowers - CNBC Mortgage refinance demand plunges 43% from a year ago, as higher interest rates take their toll on borrowers  CNBC Weekly mortgage refinance demand drops 5% after rates hit highest level since November - CNBC Weekly mortgage refinance demand drops 5% after rates hit highest level since November  CNBC Today’s mortgage refinance rates are rising, but they’re still under 3% — for now | April 13, 2021 - Fox Business Today’s mortgage refinance rates are rising, but they’re still under 3% — for now | April 13, 2021  Fox Business Current 30-Year Refinance Rates for May 2021 - NextAdvisor Current 30-Year Refinance Rates for May 2021  NextAdvisor A record 19.4 million homeowners can now save big on a mortgage refinance, as rates hit another new low - CNBC A record 19.4 million homeowners can now save big on a mortgage refinance, as rates hit another new low  CNBC These are the most popular mortgage lenders in each state - Bankrate.com These are the most popular mortgage lenders in each state  Bankrate.com Today's mortgage refinance rates hold steady | February 5, 2021 - Fox Business Today's mortgage refinance rates hold steady | February 5, 2021  Fox Business Today's mortgage refinance rates pause upward trend, hold firm | March 31, 2021 - Fox Business Today's mortgage refinance rates pause upward trend, hold firm | March 31, 2021  Fox Business It's not too late to refinance your mortgage — but here's how to move quickly - CNN It's not too late to refinance your mortgage — but here's how to move quickly  CNN Current 10-Year Fixed Refinance Rates for May 2021 - NextAdvisor Current 10-Year Fixed Refinance Rates for May 2021  NextAdvisor 15-Year Mortgage Refinance Rates for May 2021 - NextAdvisor 15-Year Mortgage Refinance Rates for May 2021  NextAdvisor Have an Adjustable-Rate Mortgage? Look out for This Weird Letter - Money Have an Adjustable-Rate Mortgage? Look out for This Weird Letter  Money Mortgage Rates Keep Sinking — Why It Might Be a Good Time to Refinance Your Home Now - MarketWatch Mortgage Rates Keep Sinking — Why It Might Be a Good Time to Refinance Your Home Now  MarketWatch The mortgage refinance window could end soon — here's why you should act now - Fox Business The mortgage refinance window could end soon — here's why you should act now  Fox Business Mortgage Refinancing 101: Here's How to Get Started| The Ascent - Motley Fool Mortgage Refinancing 101: Here's How to Get Started| The Ascent  Motley Fool Your Refinance Is Getting More Expensive. Here’s Why - NextAdvisor Your Refinance Is Getting More Expensive. Here’s Why  NextAdvisor Buying a Home? Here's What to Do if the Inspection Turns Up Problems - The Motley Fool Buying a Home? Here's What to Do if the Inspection Turns Up Problems  The Motley Fool Today's mortgage refinance rates keep rising — one key rate hits 3% again | March 30, 2021 - Fox Business Today's mortgage refinance rates keep rising — one key rate hits 3% again | March 30, 2021  Fox Business Today's mortgage refinance rates drop to a historic low | January 22, 2021 - Fox Business Today's mortgage refinance rates drop to a historic low | January 22, 2021  Fox Business Today's mortgage refinance — one key rate rate slips back under 3% | April 5, 2021 - Fox Business Today's mortgage refinance — one key rate rate slips back under 3% | April 5, 2021  Fox Business Today's mortgage refinance rates push further into record low territory | January 28, 2021 - Fox Business Today's mortgage refinance rates push further into record low territory | January 28, 2021  Fox Business Today's mortgage refinance rates continue to decline | March 24, 2021 - Fox Business Today's mortgage refinance rates continue to decline | March 24, 2021  Fox Business Looking to maximize mortgage refinance savings? Do this now - Fox Business Looking to maximize mortgage refinance savings? Do this now  Fox Business Today's mortgage refinance rates move lower | January 19, 2021 - Fox Business Today's mortgage refinance rates move lower | January 19, 2021  Fox Business Today's mortgage refinance rates stay historically low overall | March 26, 2021 - Fox Business Today's mortgage refinance rates stay historically low overall | March 26, 2021  Fox Business Today's mortgage refinance rates inch back up | January 25, 2021 - Fox Business Today's mortgage refinance rates inch back up | January 25, 2021  Fox Business Today's mortgage refinance rates see little change as market holds steady | April 1, 2021 - Fox Business Today's mortgage refinance rates see little change as market holds steady | April 1, 2021  Fox Business Mortgage refinance demand spikes 20% as borrowers fear missing out on record-low rates - CNBC Mortgage refinance demand spikes 20% as borrowers fear missing out on record-low rates  CNBC Why Refinancing Might Be Your Best Option to Fund Home Improvements Right Now - NextAdvisor Why Refinancing Might Be Your Best Option to Fund Home Improvements Right Now  NextAdvisor Today’s mortgage refinance rates stable at 2.625% average | November 20, 2020 - Fox Business Today’s mortgage refinance rates stable at 2.625% average | November 20, 2020  Fox Business Today’s mortgage refinance rates hold steady for third consecutive day | December 11, 2020 - Fox Business Today’s mortgage refinance rates hold steady for third consecutive day | December 11, 2020  Fox Business Today's mortgage refinance rates fall even lower | March 8, 2021 - Fox Business Today's mortgage refinance rates fall even lower | March 8, 2021  Fox Business Jumbo Mortgage Refinance Rates for May 2021 - NextAdvisor Jumbo Mortgage Refinance Rates for May 2021  NextAdvisor Here are some mortgage refinancing options, even for people with bad credit - CNBC Here are some mortgage refinancing options, even for people with bad credit  CNBC 6 ways to improve your odds of getting a low mortgage refinance rate - Fox Business 6 ways to improve your odds of getting a low mortgage refinance rate  Fox Business Should I refinance my mortgage? Here's how to decide - MarketWatch Should I refinance my mortgage? Here's how to decide  MarketWatch Today's mortgage refinance rates head closer to 3.4% | February 26, 2021 - Fox Business Today's mortgage refinance rates head closer to 3.4% | February 26, 2021  Fox Business Considering a mortgage refinance loan? This is how much a 1% rate drop can save you - Fox Business Considering a mortgage refinance loan? This is how much a 1% rate drop can save you  Fox Business Today's mortgage refinance rates still on a downward slope | March 3, 2021 - Fox Business Today's mortgage refinance rates still on a downward slope | March 3, 2021  Fox Business Here’s The No. 1 Reason People Don’t Refinance Their Mortgages - Forbes Here’s The No. 1 Reason People Don’t Refinance Their Mortgages  Forbes Refinancing Your Mortgage? Why You Might Not Get The Best Rate - Forbes Refinancing Your Mortgage? Why You Might Not Get The Best Rate  Forbes How to Refinance Your Mortgage - Motley Fool How to Refinance Your Mortgage  Motley Fool Current FHA Refinance Rates for May 2021 - NextAdvisor Current FHA Refinance Rates for May 2021  NextAdvisor Is Q1 the last quarter to ride the mortgage refinance wave? - HousingWire Is Q1 the last quarter to ride the mortgage refinance wave?  HousingWire Everything You Should Know About The New Mortgage Refinancing Fee That Goes Into Effect Dec. 1 - Forbes Everything You Should Know About The New Mortgage Refinancing Fee That Goes Into Effect Dec. 1  Forbes A New Mortgage Refinancing Fee Begins Today. Here's What You Should Know - Forbes A New Mortgage Refinancing Fee Begins Today. Here's What You Should Know  Forbes Best VA Mortgage Refinance Rates for May 2021 - NextAdvisor Best VA Mortgage Refinance Rates for May 2021  NextAdvisor Today's mortgage refinance rates see minor spike | February 22, 2021 - Fox Business Today's mortgage refinance rates see minor spike | February 22, 2021  Fox Business Refinancing to a record-low mortgage rate? Here's what to know - Fox Business Refinancing to a record-low mortgage rate? Here's what to know  Fox Business Today's mortgage refinance rates stop rising, hover near historical lows | March 16, 2021 - Fox Business Today's mortgage refinance rates stop rising, hover near historical lows | March 16, 2021  Fox Business Survey reveals why so many homeowners haven’t refinanced their mortgage - Bankrate.com Survey reveals why so many homeowners haven’t refinanced their mortgage  Bankrate.com Today's mortgage refinance rates — one rate crawls upward | December 3, 2020 - Fox Business Today's mortgage refinance rates — one rate crawls upward | December 3, 2020  Fox Business Today’s mortgage refinance rates hold steady | February 23, 2021 - Fox Business Today’s mortgage refinance rates hold steady | February 23, 2021  Fox Business Today's mortgage refinance rates hold firm | December 8, 2020 - Fox Business Today's mortgage refinance rates hold firm | December 8, 2020  Fox Business Today's mortgage refinance rates — one key rate rises while others stick below 3% | April 12, 2021 - Fox Business Today's mortgage refinance rates — one key rate rises while others stick below 3% | April 12, 2021  Fox Business

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