Many of you spend a fair amount of your life online these days. You use email daily at work and with friends and family. You are probably doing a good bit of this year’s Christmas shopping online. And, you have probably, long ago, discontinued your local newspaper (that never ended up on the porch anyway) for your favorite Internet news, weather, and sports website.

So, why are most of us in the mortgage business so stubborn to believe that our future clients are online too? Why are we resistant to believe we can convert leads (referrals) from the Internet?

I think the answer is simple–fear. Certainly this is nothing to be ashamed of, because it is the key limitation in all of our potential successes. Here is the good news: that fear is founded in a lack of knowledge or understanding, which we are going to wipe out in the next ten weeks.

I am going to wipe away the mystery and magic of Internet mortgage originations and lead buying. I am going to provide you information and resources that are going to make you a contender on the Internet!

Let’s get started with the basics:

Attitude

This is the first barrier to be crossed. Internet originations are different, but not harder or worse than what you are doing today. The first step in gaining a productive attitude is changing your language. They are not Internet leads they are Internet referrals.

Remember, someone raised their hand for information and a phone call. Treat each lead with that attitude.

Process

The Internet channel requires repeatable, consistent, scalable process. Think about your own Internet experiences. What if you filled out a contact or order form online and heard this from the company: “I have too many inquiries to answer you today.” or “Most of these inquiries from the Internet are crap anyway. So, I am not even going to call you.”

Any of these quotes sound like your process? I guarantee you the following: the volume will be higher, you will need to make more calls to contact, and you will need to sort wheat from chaff. However, done correctly, it will be your most profitable, efficient, and consistent channel of business.

Math

Break out your calculator to figure your success, because once you tune the attitude and create a repeatable, scalable process it is all about math. Calculate how much you want to make then work backwards to determine how many leads (referrals), calls, and loan officers you need to get there.

This may all seems very simple and maybe it is, but I will warn you the key is in the process. This is where it always breaks down. If you do not have the discipline to learn, create, and enforce the repeatable and scalable process even the highest quality leads in the market will only convert erratically and sporadically.

Are you tired of shaking down realtors, lawyers, and CPAs for referrals? Ready to take control of your own success? Then come with me on this journey to build your Internet originations business.

Here is a whitepaper to get you started: Internet Mortgage Originations Overview

Next week: What are Internet Leads and Why Buy Them?

.

.

.