Stop Chasing Cold Unqualified Leads

If you’re a Mortgage Broker or finance professional, you might be able to relate…

My name is Daniel Baxter and I’ve got a bit of an embarrassing confession to make…

As a real estate agent, I HATED calling cold unqualified leads. You know the kind. The ones that forget they filled in an online form at 3am on Facebook and aren’t really expecting your call (and frankly don’t want to receive it either).

I was really bad at it (and if I’m being honest, I still am at times). I would find anything and everything to distract myself so I didn’t have to do it.

And even the ones that I did manage to contact straight away produced a fairly poor conversion rate… so it made this part of the job pretty tough to enjoy, even though I know this is just part of prospecting.

Plus I hated the thought that I was bothering these people… I mean what if they were busy, or if they thought I was just some over the top sleazy salesperson trying to get them as a client…

I hate when that happens to me.

So why would they be any different?

So I had to think of another way to get in front of my ideal client (otherwise I’d end up with none), but I wanted to actually enjoy it and for it not to feel like a chore.

So I thought back on all the times when I felt most comfortable and realised that it was when I was talking to people face-to-face.

Building connections and rapport with people is one thing I’m pretty good at. Especially in person.

Put me in a room where I can help and share what I know and I thrive. And I know there are a lot of people in the real estate and finance industry who feel exactly the same.

So whilst I’m not great at calling ‘cold unqualified leads’, what I am good at is talking to small groups of people.

And I’m pretty good at teaching others how to do the same.

Which effectively is running small workshops that help position you as the ‘go-to’ expert in your area, so you only have to work with warm leads.

The simple strategies I personally use (and now teach mortgage brokers) are the kind that turn attendees into clients – The clients you want – The ones who actually follow through and get loans with you!

This means none of those awkward phone conversations either… you just get to meet people face-to-face (old school strategy I know) and help them rather than hard sell to them. Which is pretty cool.

And just so you don’t get the wrong idea… I’m not encouraging you to run one of those ‘over-the-top’ gimmicky ‘LIVE’ seminars that we’ve all had to sit through.

These are more like the type of thing you go to and when you leave you’re like… Wow… for a free workshop that was actually pretty cool… I should tell my friends about this too.

So this is part of what we do now. Showing mortgage brokers and finance professionals how they can run their own small 1-2 hour workshops to…

> Generate more leads

> Become the ‘go-to’ broker in their area, and 

> Ultimately write more loans.

Plus the thing I love about this strategy is, it’s one of the easiest ways for you to grow your list of referral partners.

So if running live events (big or small) is on your agenda for 2019, feel free to reach out to see if the strategy we use with our clients could work for you too.


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