Stick to What Works: The Power of Old School Strategies
Today, two Loan Officers reached out to me with questions about marketing. Whether it’s mortgage, real estate, or any other industry, the advice remains the same—stick to what works, especially for prospecting and generating leads. The old school way may not be flashy, but it’s proven.
Temptations of Shiny New Ideas
One Loan Officer mentioned exploring MLS tools like Remine to pull homeowner data. It’s a common idea—target homeowners with specific mortgage profiles, like those who’ve had a mortgage for over three years at higher interest rates. I’ve been there, done that, and while it seems like a great strategy, the execution is where it often fails. Competing with big call centers that bombard these same homeowners is tough. They’ve got scale, and the value proposition is different. It’s hard to stand out when competing on price and sheer volume.
Instead of spending money on that type of campaign, focus on what’s effective. Take that budget and time and invest in building relationships—host a client appreciation event, take Realtors to lunch, solve problems for them, or create accountability groups. That kind of investment pays off far more consistently.
The Podcast Path: A Long Road
The second Loan Officer I spoke with is starting a podcast. I’m genuinely happy for him because it’s a great idea—if it’s truly his passion. Podcasts can be powerful, but they take time. Many podcasters say it takes around 100 episodes before you see real traction, and that means about two years of work if producing one episode a week. Between the equipment, time, and effort, it’s a significant investment. If someone is ready for that long-term commitment, it can work. But the reality is, without an established audience, having a Realtor as a guest won’t make much of an impact.
The Value of Old School Prospecting
The takeaway here is simple: stick to the basics. The tried-and-true strategies like calling Realtors, meeting builders, writing handwritten notes, and attending networking events have always driven results. It’s not glamorous, but it’s effective. The new marketing ideas—the podcasts, the data-driven campaigns—should be extra, not a replacement for what works. Often, these “new” things are just a form of call reluctance—a way to avoid doing the hard work of direct prospecting.
Make the Calls, Build Relationships, Stay Consistent
So, stick with the basics: make the calls, schedule the meetings, write the notes. Consistency is key. The work may be simple, but it’s far from easy. Staying old school isn’t about rejecting new ideas—it’s about ensuring that the foundation remains strong. When the basics are in place, that’s when experimenting with new ideas makes sense.
Stay old school, stay consistent, and keep building those relationships. That’s where true success lies.