Creating a schedule for continued follow up is particularly important in the reverse mortgage industry since it helps originators to build the rapport and relationship that senior consumers are looking for.
Los Angeles, CA (PRWEB) July 29, 2008
RMD Director of Sales and Customer Relations, Gretchen Williams, shares web design tips and online reverse mortgage marketing and lead incubation strategies in the June issue featured article of The Reverse Review, "Why Internet Marketing?" The Reverse Review is a reverse mortgage business-to-business publication that educates reverse mortgage professionals and those originators seeking to learn about the reverse industry.
The belief among many reverse mortgage professionals is that the senior demographic is not online and, therefore, there is no need to get involved in Internet advertising. "We hear this from reverse mortgage professionals all the time. The fact of the matter is that that comment just points to the fact that the online senior community is an untapped market. Not to mention that online marketing affords the opportunity to speak to third-party decision makers (like adult children)", says Williams. "Earning the trust of these individuals early on in the process has proven to increase the lead-to-loan close ratio of our clients. The best part is that in these deals those third parties tend to take on a lot of the legwork."
A marketing strategy is only as good as its follow up strategy. Persistence and continued follow up are among the keys to success, especially since seniors interested in a reverse mortgage lack that sense of urgency that one might find when working with a new homeowner. "I regularly discuss lead incubation tips with our clients so they can get the most out of every lead", said Williams who has spent the last 4 years advising mortgage and real estate professionals on Internet lead follow up. "Creating a schedule for continued follow up is particularly important in the reverse mortgage industry since it helps originators to build the rapport and relationship that senior consumers are looking for."
Gretchen Williams is the Director of Sales and Customer Relations for Reverse Mortgage Directory, LLC and focuses on advising industry professionals on Internet marketing strategy and successful lead incubation. Every month RMD provides thousands of guaranteed reverse mortgage leads to hundreds of Lenders across the United States through its consumer site, ReverseMortgageAdviser.com. The site also offers consumer access to its National Lender Directory. RMD is a member of the Better Business Bureau, National Aging In Place Council and National Reverse Mortgage Lenders Association.