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Step 1
Design a website or have someone design a website on your behalf. The website should include lead capture forms for consumers and an area for loan officers and mortgage brokers to pay a fee to purchase consumer leads. Put up a third area of the website that will allow real estate agents to pay for leads as well.
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Step 2
Be specific with the language you use on your website directed at consumers. Verify and validate the importance of having a good loan officer or mortgage broker when making a home purchase. Offer free reports on mortgage financing once a consumer has input their personal information.
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Step 3
Create marketing collateral such as postcards and letter templates. Use wording on all collateral that will drive traffic to your website. Offer advertising space on collateral to loan officers, mortgage brokers and real estate agents for an additional fee.
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Step 4
Use data mining services like Sales Genie to target specific market segments. This will help make mailing campaigns and email blasts more successful. Using data mining services, you can select certain criteria and base marketing collateral on that. For example, to target first-time home buyers, you could select one criteria as someone who is currently renting a home or living in an apartment and send out collateral specific to purchasing a home for the first time.
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Step 5
Use effective lead management software to keep all consumer data. Make records of what agents, brokers, and loan officers have purchased. Keep traffic flowing to your website from consumers with marketing, and from real estate professionals by providing leads that have a good return on their investment. Charging a monthly fee for leads, or providing a bulk discount, is a great way to keep people who are purchasing leads coming back for more.
