The Ultimate Consumer Direct and Referral Partner Strategy for High Quality Mortgage Leads for Loan Officers
- September 15, 2023
- Uncategorised
Discover the Secrets to Successful Mortgage Lead Generation: This comprehensive step-by-step guide will help you build your brand, generate repeat business and referrals from your database of past customers and top referral partners every week, and generate high-quality mortgage leads.
How Will This Strategy Benefit You?
- Fill your calendar with 2 top performing and high-volume referral partners every week who are excited and looking forward to meeting with you. You can choose who fills your calendar or targets as many opportunities as you see fit.
- Realtors
- Financial Planners
- Investment Advisors
- Attorneys
- Accountants
- Bookkeepers
- Insurance Advisors
- Builders
- Solar Companies
- Landscape Designers
- Politicians
- Influencers
- Local Community Leaders & More
If they have a valuable flow of leads and deals that they can send to you, this strategy will get them on your calendar!
- Get your new referral connections to endorse you to their social media followings and database branding you as the mortgage expert.
- Transform your social media into an engaged, growing, and lucrative following of new mortgage leads with incredible video content, shorts, reels, TikTok, and all your social media content … without you having to write a single post!
- Drive the 2nd highest quality inbound consumer direct phone calls for no ad spend. (The only better leads come from ranking in the 3 pack on Google in your local market with lots of reviews on your profile. I believe that those are the highest quality mortgage leads.)
- Turn on an incredibly powerful 100% unique marketing funnel that drives ads to your new Co-Branded Authority Content.
So what is this almost too good to be true to believe, a powerful strategy that solves all your marketing, networking, and deal-producing problems with one all-encompassing solution?
It’s called ‘The Chris Johnstone taught me how to Podcast strategy’. 😂
Here's How It Works?
Step #1: Build Your Own Show
You Start a podcast on Apple, Spotify, and Amazon. (You can get fancy and syndicate once your show gains some traction.)
Here’s the big idea. You want a show title that covers your target market LOCATION. We are going to leverage social media and the audiences of every guest that you have on the show to build your podcast subscribers, social media following, and database marketing.
So your job is to create a show that is as valuable as possible for the everyday person who wants to learn about all aspects of finance but also about their local community.
Think of it like a show where you are interviewing experts from every field that the mortgage industry touches and you are interviewing those professionals so that they can share their knowledge and answer the most commonly asked questions that people have about a specific topic.
This creates a show where people will come back and listen to every episode because each one covers a different interesting topic and gives them something to learn.
- Local real estate market updates
- Interviewing politicians on updates about the city or location. (What does the future look like?)
- Tax tips
- Money management tips
- Insurance tips
- Financial planning tips
- Will and Estate tips
- Investment tips
- Credit repair and optimization
- Home renovation ideas and tips
- Home design tips
The list is almost endless when you sit down and think about it.
Think about what we just created. An endless supply of top-performing referral partners that you get to invite to your show… that you build a relationship with, you create content for, you position THEM as the expert and they endorse you to their database and social media following when they share it to their audience!
It’s an almost endless supply of high-volume referral partners that are going to start referring you to every single opportunity that they come across for a mortgage finance opportunity!
You just simply follow up after the episode using the automated campaigns that we give you to get all your referrals flowing after the show.
One last thing before we continue building your show…
This information is not built on theory. Our podcast
The Loan Officer Wealth Podcast has shot as of this writing over 117 episodes and our guest list is nothing short of extraordinary.
We have had 5 of the top 10 Loan Officers in the United States on the show in the last 6 months.
We have had phenomenally valuable and amazing conversations with:
What I am giving you here are the SOP’s and the learnings that I have gained while launching and running my show.
Think of the rest of this knowledge as a 2-year masterclass in how to network using a show as a tool to build an incredible personal network and pool of incredible mortgage leads for loan officers. 🙂
Enough hype. Onward!
Your show is going to need a good-looking logo.
Head on over to Canva.com and use their new AI-powered logo-making tools. AI makes it super easy and I walk you through how to do this in our new Inner Circle. More on that after we finish mapping out this strategy for you.
LEARN HOW TO SET UP YOUR PODCAST – A Step-by-Step Guide.
Step #2: Invite Your Initial Launch Guests
Start with your personal connections that you already have. Who do you know that currently sends you referrals or that has value they could share?
Put together a list and send out an email blast and call campaign inviting them to join you on your new show.
You should be able to book your first 10 episodes from your personal network.
Step #3: Get Your Targeted List Of Prospects
You probably want to start with Realtors and then expand to the different niche’s once you have your core invite campaign set up inside your CRM.
You can use a company called MMI or MODEX to get a list of Realtors in your local market sorted by their production volume. Alternatively, you can reach out to our team and we can source one for you for a one-time fee.
Email: support@connectionincorporated.com to get more details.
This AI tool will also scrape the internet and build contact lists for you.
https://webscrapeai.com?via=2d71t96iazc25vy0nrtc
(This is an affiliate link. If you buy the software they send us 20%)
Now you have a targeted list of the top-performing referral partners in your market so your guests have lots of referrals to send to you.
Step #4: Customize Your Outreach Campaign Sequence
As soon as you start reaching out to new high-volume prospects you have to understand that this whole process is just MATH.,
Most people are not going to respond to your outreach the first time and that is completely normal. That’s why most people who try professional networking fail. It’s because they stop.
It takes an average of 7 quality outreaches to get a response from cold outreach.
It also takes an Omni-Channel approach. That means you have to use phone calls, emails, videos, social media, and even advertisements to get your prospect’s attention.
You MUST automate this process. The system has to run without YOU doing anything so that the responses from your prospects happen automatically. YOU simply respond to interested referral partners when they reach out.
Here’s how our math works:
-100 Prospects 50% conversation rate.
-50 Conversations at a 25% acceptance rate.
-12 Podcasts booked.
100 go in the top of the funnel and 12 appointments with top-performing, high-volume referral partners come out the bottom.
We have this entire campaign pre-built and ready for you to customize right now inside our Mortgage Tech AI Software. When you join you also get our 12-module AI implementation course and access to daily office hours support calls and a weekly Inner Circle Mastermind call with me!)
Click Here To Get The Full Details
Ok, so now we have our show built, our first guests booked, and an ongoing marketing funnel that we are going to use to book guests on the show.
(I recommend at LEAST 1 episode per week. Ideally 2. It’s the difference between 52 shows a year and 104!
Step #5: Recording Your Show
Ok, to record your show you are going to use 2 tools.
You host all your guests on a Zoom meeting and you invite your Fathom.ai recorder to the call.
Fathom will record, transcribe, and summarize the entire episode for you in the background. It even gives you prompts if you are talking too much to help you run a more successful episode!
We are going to use this incredible AI-generated content in a later step.
When it comes to your video you need:
- A Ring light
- A Microphone
- A Phone tripod
- A modern smartphone with Airplane mode turned on
Make sure that you are well-lit, your sound is crystal clear and balanced to your guest and your tripod is steady.
If you need tips on lighting and sound YouTube it there are far better teachers out there on that stuff than me. 🙂
If you don’t have a good-looking and professional background put it on your to-do list and use a professional background with your logo on it.
Canva has a template that makes it easy.
Make sure that before you run your first show you run an empty Zoom meeting with yourself and figure out all the settings, how to record, etc. so there are no hiccups with your guest.
Now, you are ready to record your show!
Step #6: Content Creation
Your first interview can be daunting so we are going to create a list of questions you can use.
That said, I believe that episodes are more valuable and more engaging when they have a “flow” of conversation rather than just start and stop Q and A. Feel free to rely on the questions but look for opportunities to engage your guests on what they have said and follow the conversational flow.
For your first episode head on over to ChatGPT and use this prompt.
I am an AREA NAME mortgage lender and I host a podcast show. This week’s guest is a NICHE NAME and I want to create a question flow that provides the listeners with a current snapshot of where we are in the world today, how that is going to affect the AREA NAME market, and then allow the guest to explain more about their specialties.
We are going to use this flow for the episode:
- Getting the guests to share their background and a story that demonstrates their knowledge on their topic.
- Then we are looking for questions about the current state of the world in regards to their topic and how that affects AREA NAME.
- Then we are looking for them to go through local updates.
- Then teach about the 3 most commonly asked questions on Google.
- Then wrap up with a fun and engaging question not related to business.
Once you have your questions you are ready to run your podcast!
*PRO TIP* At the end of recording every episode there is a very simple process to follow that can transform your results.
- Let the guests know that you truly enjoyed the episode and that you would love to explore providing even more value with them. Take the time to get another meeting booked while you are on Zoom with them.
- Ask them who they know who they think should be a guest on the show. This shows them that you respect their opinion and helps to build the relationship and it also gives you a warm introduction to more top performers to come join your show.
- Ask them for business. GUEST NAME. I would love to show you how things work on my side of the desk… is there anyone that you can think of right now that might benefit from a second look at their deal?
Step #7: Content Syndication
This is where we take this strategy to the next level and turn it into a funnel of consumer direct leads and an incredibly strong local brand.
- You take the video recording of your episode and use AI to put captions and clean up the full content.
Use Pictory.ai to do this all automatically.
2) You then head on over to Chat GPT and use it to …
- Read the transcript and choose the #1 focus keyword for ranking on Google based on popularity and traffic.
- Turn your video content into a blog post that gets posted on your website including H1, H2, H3, and links to high authority sources and internal links on your website.
In your blog make sure you embed the podcast player so viewers can directly subscribe to your podcast on the blog.
- Write the YouTube video description. (Embed this Video into the blog on your website.)
- Write your social media posts promoting the blog post link for Facebook, Instagram, X, LinkedIn, Google Business, YouTube, TikTok, and any other social platforms you are on.
- Build your hashtags.
You then load all of your social media content into the Social Scheduler inside our Mortgage Tech AI software and it syndicates your content across all your social platforms.
We have this system pre-built and ready for you to customize right now inside our Mortgage Tech AI Software. When you join you also get our 12-module AI implementation course and access to daily office hours support calls and a weekly Inner Circle Mastermind call with me!)
3) You use OpusClip to take your long-form episode and chop it into small viral clips.
Opus automatically chops out the parts of the video, edits the on-screen zoom cuts and fades, and transcribes your clips.
We are going to use these clips to wow our referral partners and get them to endorse us to their entire list and social media following.
Once you have your blog on your site set up you simply take the links and your clips and email them over to your podcast guest.
Email Copy for Your Podcast Guest:
Subject: Thank You for Joining [Your Podcast Name]! 🎙️
Dear [Guest’s Name],
I wanted to personally reach out and express my heartfelt gratitude for taking the time to be a guest on [Your Podcast Name]. Your insights and expertise truly resonated with our audience, and we’ve received an overwhelming amount of positive feedback.
📌 Episode Description for Social Media Repurposing:
“[Brief description of the episode, highlighting key points and takeaways. This should be concise and engaging, making it easy for the guest to share on their social media platforms.]”
🎥 Three Short Clips for Social Media:
[Link to Clip 1] – [Brief description of Clip 1]
[Link to Clip 2] – [Brief description of Clip 2]
[Link to Clip 3] – [Brief description of Clip 3]
Feel free to share these clips across your social media platforms to give your followers a sneak peek into our engaging conversation!
Blog Post Copy for Your Website:
“[Title of the Blog Post]
[Opening paragraph introducing the podcast episode and the guest.]
[Main content of the blog post, summarizing the episode, highlighting key takeaways, and encouraging readers to listen to the full episode.]
[Closing paragraph with a call-to-action, directing readers to the podcast episode link.]”
Email Copy for Your Past Customer Database:
“Subject: Exciting News! I Was Featured on [Your Podcast Name] 🎧
Dear [Customer’s Name/Valued Customer],
I’m thrilled to share that I recently had the honor of being a guest on [Your Podcast Name]. We delved deep into [topic of discussion], and I believe you’ll find our conversation both enlightening and valuable.
Listen to the full episode here: [Link to the podcast episode]
Warm regards,
[Guest’s Name]”
Once again, thank you for being a part of our podcasting journey.
I would love to set up another call to learn more about you and your business and see if we can align ourselves even further. Do you have time next week?
All the best
[Your Name]
[Your Podcast Name]
[Your Contact Information]
Feel free to customize this template as per your requirements and branding.
Then you simply drop your past guest’s information into The Local Don campaign inside our Mortgage Tech AI software to keep in touch and make sure that you are connecting and continuing to build relationships with all your referral partners!
We have this entire campaign pre-built and ready for you to customize right now inside our Mortgage Tech AI Software. When you join you also get our 12-module AI implementation course and access to daily office hours support calls and a weekly Inner Circle Mastermind call with me!)
4. Once your blog is done, all of your social media is posted out and you have your guest promoting the episode to their audience you simply send an email out to all of your contacts driving traffic to the link on your blog and you are done!
5. You then syndicate that long-form content and post it all over all of your channels.
Podcast syndication through LIBSYN
Step #8: Content Amplification
You are now ready to turn each episode into a lead funnel and community of prospects and referrals that are going to transform your business.
*PRO TIP* When you invest in our MortgageTech.ai software you do not just get all of our communication templates with our emails, SMS, call scripts, timing, automation, and AI-assisted responses.
You get our social media syndication and automation tool (yes it will automatically respond to all the DM’s you get on social) but you also get all of our templates ready to go for your landing pages, opt-in forms, surveys, appointment booking automation, and more.
It’s literally everything you need, all hooked up and waiting for you to customize it to start generating your own results!
Now that’s some incredible value but on top of that, I want to give you a $18,000 gift.
You see, social media posts, landing pages, and funnels in general are USELESS unless you have targeted TRAFFIC!
My company Connection Inc. used to charge $1,500 per month just for the management of our Facebook and Instagram ad campaigns. Then the ad spend of at least $500 per month was on top of that!
When you invest just $397 per month in our MortgageTech.ai platform I am giving you access to the exact same media buyers that run all of my ads and ran the millions of dollars in ads that we managed …for FREE!
Yes, every day we have our open Office Hours call where you can show up, and give our media buyers your campaign ideas and they will work with you to build your lead pages, opt-in offers, ads, targeting, optimizations, split testing, follow up funnels, and more!
It’s literally everything you need to get traffic and results available to you every day Monday to Friday.
These group calls are incredible because you can also see what other members are doing and what is working to generate success and deals!
You also get access to our Weekly AI Inner Circle Mastermind Call with Chris Johnstone.
You can click here to get the full details and invest in the MortgageTech.ai platform today.
I share that with you because this next part gets techie and most people get overwhelmed.
The blunt truth is, if you don’t have ongoing ads driving traffic to your podcast you won’t continue to grow.
GOOD LUCK 🙂
Chris Johnstone is the owner of Connection Inc. His team at Connection Inc. will fill your calendar with qualified sales appointments. We do this using our 4 proprietary marketing systems that we have developed over the last 15 years. 1 We communicate with your past client to immediately, and over time bring in more repeat business, referrals and 5-star reviews on your businesses Google profile. 2 We help you build a targeted list of qualified referral partners, craft an offer that converts them and then make the calls and run the CRM systems that fill your calendar for you. 3 We generate the highest quality inbound leads by using A.I. to rank your business on the map placement on the front page of Google and running the systems that make you the best rated. You get inbound calls that close. 4 We help you install systems that turn every new application and customer that we generate for you into a referral opportunity that doubles your business by turning every opportunity into at least one more deal through referrals. Click Here To Learn How We Can Help You Grow Your Business.
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