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On Camera and Online
By Mike cox
Owner and host
Rates in Motion
Add a new dimension to your marketing with online video
If a picture is a worth a thousand words, a short video must be worth a million words.
For mortgage brokers and originators,
including online videos in their marketing plans can allow their companies to
be part of the stream of information that
current and future customers are consuming on a daily basis. arguably, there’s
no form of branding more powerful than
associating not only your face with your
name, but also your voice and gestures.
Brokers and originators who have
yet to make videos part of their website
should consider doing so, as videos
can provide a way of reaching significant numbers of potential customers.
Consider these three benefits of online
1. they can be created by anyone.
as cameras and software continue
to evolve in sophistication, they’re
evolving in terms of usability, too.
Making videos doesn’t necessarily
require special training or previous
2. Video is a powerful, but inexpensive, tool. Online videos can be
uploaded quickly and easily for instant access to millions of users.
Besides YouTube, take a look at
Blip, Vimeo and Viddler.
3. it communicates your business culture and personality. Words within
an e-mail can’t always convey your
personality, passion or enthusiasm for your products and services.
Videos can serve as a way to educate your clients about the mortgage
industry while also conveying information about yourself.
Brokers and originators should approach online videos just as carefully
as they would any other type of marketing. as such, keep your efforts in developing a video platform on target with
your business goals.
For one thing, make sure that you’re
providing useful information about your
video’s topic. Choose a subject that
you’re thoroughly familiar with and,
further, choose a topic that you believe
your prospects may be interested in.
• don’t use a script. although mortgage-related topics can be complex,
try to use only rough notes or bullet-point prompts. reading from a script
can make you sound robotic.
• speak in a conversational tone.
Chat with your audience as if they’re
clients that you’re meeting face to
face. You want your viewers to feel
welcomed by your video.
Considering the previous points, effective online videos and face-to-face
sales share many similarities — all the
more reason why mortgage professionals may be able to create excellent
videos with ease. View them as an opportunity to reach an expanded audience, while providing your viewers with
something that will enhance their lives
and further educate them about the
mortgage industry. •
Mike cox is the owner and host of rates
in Motion, a daily video blog that serves
as a transparent resource for individuals
shopping for a mortgage. Cox is a mortgage
industry expert with 12 years of experience
who strives to help consumers find the
best rates and provides consumers with the
most up-to-date information available in
the marketplace today. reach Cox at mike@
With Our Support,
How many clients have you met, for
instance, who need home insurance,
a will, life insurance or a good accountant? By having a quality referral network and being proactive in using it,
you can become a great resource for
your clients. The more you give without
regard to receiving, the more your business will thrive.
« 8 TIPS continued from page 38
By returning e-mails and phone calls
promptly, you’ll increase your business and gain fans because of your
Originate More. Worry Less.
“By having a quality
referral network and
being proactive in using
it, you can become a
great resource for your
clients. The more you
Failing to follow up is a mistake that
many brokers and originators make.
remember, receiving no response from
a client isn’t necessarily the same thing
as a “no.”
Following up often will get you a
more positive response than the rejec-
tion that many people fear. Clients may
be appreciative of your efforts to stay
in touch and if need be, to address any
lingering concerns or problems. You
can greatly increase your production
simply by following up until the client
gives you a definitive answer, one way
6. respond quickly
One of the easiest ways to become
more successful is to respond to inquiries as promptly as you can. How many
times have you called a person back
only to learn that someone else has already jumped on the opportunity?
8. never over-promise
although this is the final entry of the
list, refraining from over-promising may
be the most significant way to succeed
in the mortgage industry today. It can
be tempting, but you must never over-promise and then under-deliver.
Many brokers and originators are
faced with constant pressure to close
quickly or to fund a tough deal, but
your clients will invariably appreciate
a realistic viewpoint and approach to
their businesses. •
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