How to get Clients

Hi everyone!

I keep coming across posts in this reddit community like “where do I get leads?” “are trigger leads dead?” “is it worth it to buy online leads?” It’s the same questions over and over again...lol

My father in law owns a mortgage company and a few of his friends run theirs too, so I have worked alongside them and had the privilege to help and see firsthand what gets good results.

The start is always content. Content establishes you as the expert in this niche.

It used to be all about word of mouth, now it’s about sharing your knowledge consistently! This could be sharing a thought about rates, sharing mistakes that borrowers make, sharing the process, or having testimonials. At first you will get zero interaction, but down the road people will see. They’ll start to see you as an expert and associate your name with all these topics. That trust will build.

But, even with content you are not going to scale your business. 

Next layer is copy. Copy is the true lever that separates weak leads from buyers. The design or gimmicks doesn’t make the difference, it is the words you use to address the pain points and goals. Copy is what gets borrowers to stop their finger scrolling, and say, “Oh man this lender gets me.” Without copy, nothing is going to work, regardless of how many activities or how much ad spend.

When I scale, I primarily scale with ads. People tend to run in the other direction when they hear the word ads but that is only because they do not really understand how to run them correctly.

Most people think ads will do everything for them, but that simply is not true.

Ads are bait. They get eyeballs, but to hook a borrower and REEL them in , you need nurturing steps. This is what builds trust, positions you as the authority driver, and warms them up long before they have ever spoken to you.

I use ads to drive traffic to my sales letter. The sales letter is long form copy, nothing flashy. It tells your story, pinpoints what the borrower is struggling with, and shows them exactly how you can help. A solid sales letter is roughly between 2,500 and 5,000 words.

I purposely position a opt-in form at the very bottom, so only people serious enough to read through would complete it. Those are the buyers that are worth chatting with. The copy also positions you as the hero of the process, from where they are today to where they want to be.

From there, more nurturing…

Once they sign up, direct them to a calendar booking page with an incentive. From there two things can happen. They book and get followed up through automated SMS and email, or they do not. If they do not book, you follow up right away or have your closers step in and push them to schedule.

From there, scaling is EASY. Rather than just ramping one account up, we spread spend over different accounts in order to move faster and have more stability in growth. We are now spending close to $15,000 a month on my father in law's campaigns and are insanely profitable.

The real lifter is ad copy. If you can tie people’s pains and desires into a clear solution through your offer, you’ll have a money making machine.

Hope this helps any of you guys struggling out there to scale. Cheers!