Commercial Mortgage Broker Marketing Secrets
What you know makes all the difference.
Countless surveys and articles have been written about how
an independent commercial mortgage broker can market
themselves. You can attend seminars, read books, listen to
web broadcasts, or get the advice of your business
associates. Marketing advice is everywhere, but who gets
it? Who does it right? What can you do to bring clients
to your doorstep? I'm not talking about leads, you can buy
leads. I'm talking about real clients, the kind of clients
that need your expertise, and will pay you real money to
get it. I will tell you who will not come knocking at
your door. Clients that don't know you exist.
Ok here is the secret to marketing. Do something. Whether
right or wrong, do something. If you do nothing, it will
always be the wrong thing. Don't be afraid to get your
name out there. If you do something, you will be right some
of the time and "some of the time" will bring you clients.
It's not about a fancy ad campaign. Most of us can't
afford that sort of expense and it won't work anyway. What
clients need in the commercial mortgage industry is
expertise and options. Options that will get their deals
funded, and options that you, the expert commercial
mortgage broker can offer. Educate those clients and you
will reap the rewards.
Step 1- Figure out what makes you unique. Why would
someone want to work with you to finance their commercial
mortgage? Are you knowledgeable about the mortgage
industry? Do you have multiple commercial lender contacts
that make you invaluable to a potential client? If so, let
them know.
Step 2- Write articles, send informational emails, write a
newsletter, speak at investor events, anything to let
people know who you are and why they need to do business
with you. Above all educate your clients about yourself
and about the commercial mortgage industry. Don't assume
that they know what they are doing, assure they know what
they are doing. It will make your job easier in the long
run.
Step 3- Do it with a smile, self confidence, and a helpful
spirit. No one wants to work with someone who is
condescending or pessimistic. A lot of people have made it
far with a smile and a great attitude. Know you can do it
and get out there and do it. Henry Ford once said "Whether
you think you can or you can't, you're right".
My time in military service taught me one great life
lesson. That lesson is to control the things in your life
that you can control and don't worry about the things you
have no control over. There is nothing you can do to
change those things. Think about that for a moment. How
much time do you spend worrying about interest rates,
traffic, or global warming? These are all things you have
no control over, so don't worry about them. Whether your
phone will ring tomorrow, next week, or next month with
your next commercial deal is something you can control.
Something you and only you can make happen. Take some time
to decide what works best for you. What fits your style
and abilities? Are you a good writer? Then write some
articles and educate the commercial investors in your area
on commercial finance. Are you better face to face? Join
every investor or community group you can and go meet
people. Having no budget is not an excuse for not
marketing.
They only secret is to do something. No one knows your
business better than you do. What makes you different?
Why should someone do business with you? All you have to
do is figure that out and let people know. Get the word
out any way you can. Marketing is not magic.
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entirety. All links must remain intact. No information in
this article should be taken as legal advice.
The VEC Financial Group (VEC) is dedicated to providing
commercial mortgage and business financing to property
owners and entrepreneurs across the country.
For more information on how to join VEC Financial Group
please visit our website.
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