Commercial Loans Blog

Marketing Leverage - Multiply Your Commercial Lending by 400

Posted by George Blackburne on Tue, Oct 4, 2011

If you are a commercial mortgage broker or a commercial lender, you can supercharge your describe the imagevolume of new commercial loans by using marketing leverage.

Just imagine that you had a magic machine that multiplied every one of your marketing dollars by 400.  For example, if you had just $100 to spend on marketing for commercial loans, this magic machine would suddenly turn that $100 marketing budget into a $4,000 marketing budget.  Wouldn’t that be wonderful?

Such a magic machine actually exists.  It’s not really a machine but rather a technique to take advantage of marketing leverage.

Here is that magical technique:

Advertise to the companies that are currently advertising.

Here’s how it works.  The typical residential mortgage broker spends around $400 per month on marketing for mortgages.   If you can reach this residential mortgage broker every three weeks with a $1 mail piece, and if he refers you every commercial loan request generated by his $400 marketing budget, then you have just achieved a 400:1 marketing leverage.

You can also achieve marketing leverage by mailing to banks and other commercial lenders.  The typical commercial lender spends far more than $400 per month advertising for loans. 

In theory, you could achieve similar marketing leverage working with a commercial real estate brokerage company sending newsletters or email newsletters to commercial property owners.  If you could somehow hitch a ride in their newsletters, in return for a promise to pay them referral fees, you will have achieved substantial marketing leverage.

So look for mortgage companies and mortgage lenders that are advertising heavily for mortgage loans.  These will be the guys with the most commercial leads to refer your way.

Did you find this article interesting?  Why not make our blog, Commercial Real Estate Loan Tips, one of your home pages.  I try to add a new article every other day.

 

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Topics: marketing leverage

Marketing Leverage for Commercial Real Estate Loans

Posted by George Blackburne on Mon, Sep 29, 2008

Advertise to Companies Who Are Spending Big Money to Market for Mortgages

If you're a commercial mortgage broker, you probably need more leads on borrowers seeking commercial loans. Eventually you will discover that marketing directly to the public for commercial real estate loans just doesn't work. If you send out 10,000 mail pieces, you'll usually only get around six leads and no closings.

So what does work? Residential mortgage brokers can be a wonderful source of referrals. Just pay them 20% of your loan fee in return for a name and telephone number of a prospective commercial real estate loan borrower.

Here's why advertising to residential mortgage brokers is so effective. The typical residential mortgage broker spends about $400 per month on some form of advertising - perhaps a small classifed ad in the Money to Loan section of the newspaper, a big Yellow Pages ad or a display ad in the Pennysaver or similar free grocery store magazine.

This advertisment by the residential mortgage broker probably reaches thousands of potential borrowers every month. Now if this residential mortgage broker is giving you all of his commercial loan referrals, this means that with a single $1 mail piece to the mortgage broker, you are reaching thousands of potential borrowers.

If the residential mortgage broker is spending $400 per month, then your $1 mail piece is getting leveraged by a whopping 400 times. This is marketing leverage.


Do you need to place a commercial real estate loan right now? You can submit your commercial real estate loan to 750 different commercial mortgage lenders in just four minutes using the C-Loans Commercial Mortgage Lender Portal.

Topics: commercial real estate loan, commercial loan, marketing leverage, commercial marketing, referral fees, commercial financing, commercial mortgage