Art of Mortgage Marketing

MINING FOR GOLD: 3 Proven Campaigns Guaranteed to Fill Your Pipeline!

In today's competitive market where inventory is low and rates are high, leads alone aren't enough. Success lies in how effectively you mine those opportunities.

 

If you’re not tapping into proven strategies to squeeze maximum value out of your database of prospects, clients and Realtors, you’re handing deals to your competitors on a silver platter—because they’ll be happy to take your market share.

 

Most mortgage pros think the answer is getting more leads, but here’s the harsh reality: it's not about quantity of your leads, but more importantly, the quality of your leads, and how you nurture and convert those leads into closings.

 

Are you spending too much time chasing new leads while overlooking the goldmine in your current database? Do you know how to turn the maximum number of those leads into cash? What if you could attract Top REALTORS as exclusive referral partners and automatically turn happy clients into 5-star reviews that turn into red-hot referrals—how much more business could you close?

 

In this episode, we break down 3 killer marketing campaigns that are guaranteed to generate more REALTOR partnerships, resurrect "dead" leads, and turn 5-star reviews into an unstoppable referral engine.

 

You’ll also learn: 

• How to get top-producing REALTORS chasing you and consistently sending you high-quality deals like clockwork
• Why those so-called "dead" leads in your database are actually a hidden goldmine waiting to be cashed in for thousands
• The no-nonsense way to turn glowing reviews into a referral-generating machine that fuels your business with prosperity
• How the REALTOR Attraction Campaign (RAC) can get top-producing Realtors hot for what you got before you even call them (no cold calling)
• Why it’s not just WHAT you say, but HOW you say it that can transform your business overnight
• Why focusing on how you communicate is the key to ramping up your referrals
• How to leverage automation to make your pipeline-building efforts EFFORTLESS

 

About Your Hosts

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

 

Penny Wrightly is the Chief Conversion Coach at MortgageMarketingCoach.com with a 24-year track record of success as a seasoned mortgage professional and expert in creative lead generation. As a highly-decorated veteran in the industry, Penny has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Winning the Referral Game

Referrals are the lifeblood of any successful mortgage business. The majority of consumers trust referrals from people they know, yet most mortgage pros are stuck relying on inconsistent word-of-mouth and feel frustrated by the unpredictable flow of leads.

 

Many mortgage pros think that just doing great work will be enough to keep the referrals flowing, but hope is not a strategy. In fact, this passive approach is likely costing you business and keeping you stuck in the same frustrating cycle of feast or famine.

 

So ask yourself: Are you getting as many quality referrals as you could be, or are you letting valuable opportunities slip away? What if you could turn your best clients and partners into a steady flow of pre-sold business without the grind of cold calling or chasing crappy internet leads?

 

In this episode, we reveal the secrets to winning the referral game and building a reliable, high-quality lead stream that practically runs itself. We discuss the smart way to attract top-tier referral partners, create a system that saves you time and stress, and turn one-time clients into long-term, loyal advocates for your business. Stop hoping for referrals and start creating them on autopilot!

 

You’ll also learn: 

• How to turn unpredictable word-of-mouth referrals into a consistent lead stream
• The two ways to get referrals: the hard way (grinding away with manual effort) or the smart way (with systems that do the heavy lifting)
• What the best referral partners really want (and it’s NOT more leads!) and how to deliver value that makes you their #1 choice
• The power of systems to save time, energy, money, and stress
• How to build high-octane referral partnerships that boost your bottom line
• Simple but powerful tactics to ask for and land high-quality referrals that flood your pipeline with pre-sold clients!

About Your Hosts

 

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

 

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With 24+ years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

 

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Creative Prospecting: How to Find Leads Where Others Aren't Looking w/ Penny Wrightly

Over the past 2.5 years, the majority of mortgage pros have seen a sharp decline in their pipelines in comparison to the “mortgage gold rush” of 2020-2021. Relying on the same old prospecting methods that worked a few years ago have probably hit the point of diminishing returns.

 

The reality is, if you're fishing in the same pond as everyone else, you're likely walking away empty-handed. To stay afloat and thrive, you need to get creative and start looking for opportunities where others aren’t.

 

Sticking with the status quo in this market could cost you more than just a few deals—it could cost you your livelihood as it has for tens of thousands mortgage pros over the past year. The top producers are thinking differently and taking innovative approaches to secure leads that others are missing out on. They are using this so-called “down market” as an opportunity to up their marketing innovation, so they can take market share. 

 

What if you could discover a wellspring of quality leads in places no one else is looking? Just think about how your business would transform as you build powerful partnerships (in unique and creative ways) that consistently bring in business, while your competition clings to the conventional dinosaur methods that lead to extinction. 

 

In this episode, my co-host Penny Wrightly and I talk about powerful, creative prospecting strategies that work even in today’s tough market. If your pipeline is drying up, it's a clear wake-up call—time to step up, take massive action, and start getting creative to proactively generate quality leads now!

 

It’s important to maintain your grit and have a strong frame of mind in this business. Things that are working, you need to continue doing, and if something's not working, you need to cut those things, but remain consistent with the fundamentals. -Penny Wrightly

 

You’ll also learn:

• Why right NOW is the perfect time to step up and innovate your prospecting strategies (while everyone else is sleeping at the wheel)
• How to diversify your lead sources like a top producer, so you can protect your pipeline from drying up and build a rock-solid, recession-proof business 
• Proven techniques that will have you standing head and shoulders above your competitors
• The secret to building a “VIP Rolodex” of power partners that keeps quality leads flowing in the door like clockwork
• How to use strategic collaboration to create exponential growth
• Actionable strategies to turn today’s low-transaction, low-inventory market into your biggest opportunity for success

 

Guest Bio

 

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With 24 years of experience in the mortgage industry and an alumni of Doren Aldana’s coaching program, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of mortgage marketing.

About Your Host

 

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine, The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

 

3 Secrets for Closing More Deals from Less Leads w/ Penny Wrightly

In today’s ultra-competitive market with low inventory and relatively high rates, leads are harder to come by, and yet, many are unwittingly wasting the few they do get by making costly mistakes.

 

The key to thriving unthriving times isn’t necessarily just about getting more leads, but in converting more of the ones you already have into high-quality, high-paying clients who send referrals, give rave reviews and then come back to do repeat business,

 

Focusing solely on generating more leads might mean you're missing the bigger picture. The real issue often isn’t the quantity of leads but the quality of your lead source and the quality of your follow-up.

 

Many MLOs are letting potential deals slip through their fingers by not fully capitalizing on the opportunities they already have.

 

Are you truly squeezing all the juice out of the opportunities you’ve been given, or are you letting potential deals slip through your fingers? How would your life change if you could close more deals with less stress?

 

In this episode, I talk to Lead Conversion Expert, Penny Wrightly, where we reveal the 3 secrets for closing more deals from fewer leads. Stop doing it the hard way and start doing it the SMART WAY.

 

"Whether your leads come from your client database or referral partnerships you’re building, those will be your highest-quality leads and the easiest to convert." -Penny Wrightly

 

You’ll also learn: 

• How to assess and improve the quality of your leads to skyrocket your conversions.
• The most effective follow-up strategies that turn lukewarm leads into hot, motivated prospects.
• Why asking for referrals is a non-negotiable step in your sales process.
• The crucial role systems play in your follow-up game and how to implement them the right way.
• A simple, yet effective strategy for attracting more high-quality leads from your existing clients.
• Tips for nurturing relationships with referral partners to keep your lead pipeline full - regardless of market conditions.

Guest Bio

Penny Wrightly is a mortgage industry veteran with over 24 years of experience, now serving as the Chief Conversion Coach at Planet Prosper. From starting as an administrator to becoming a principal broker, Penny has scaled the heights of the mortgage world, leading teams to exponential growth. She’s passionate about helping mortgage pros turn hard-earned leads into consistent closings, and her deep expertise in lead conversion is second to none.

 

About Your Host

 

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

5 Decision-Making Habits of Top Producers

Most people think making decisions that lead to revenue growth is all about speed or just following your gut, but there's a lot more to it. Top producers in the mortgage industry excel because they have mastered the art of strategic decision-making.

What really sets top producers apart isn’t just that they know how to close a loan or sell their services – both of those skills are vital – but rather, their ability to lead themselves and others with powerful decisions that produce extraordinary results.

In this episode, I explain the top five decision-making habits of successful mortgage pros that can improve your leadership and explode your pipeline.

 

"Top producers have a strong propensity and proclivity to step outside their comfort zone, swing for the fences, and take strategic risks for higher rewards because there is no reward without risk." - Doren Aldana

 

Things you’ll learn: 

 

-How to make decisions quickly and wisely, while avoiding the pitfalls of being rash or procrastinating.

-Ways to balance big dreams with realistic, incremental milestones, ensuring strategic growth while mitigating unnecessary risk.

-When to seek advice and move forward confidently once a decision is made.

-Why you need to use your head and heart, trusting your gut while relying on logical analysis and critical thinking.

-How to act quickly on opportunities but be patient with results, prioritizing high-impact decisions.

The Counterintuitive Nature of Success: Why Most LOs Fail and Few Succeed

Success in the mortgage industry often feels like an uphill battle, an endless grind against constant challenges.

 

For many LOs, the daily grind can seem overwhelming, with rising rates, increasing competition, and the struggle to stand out in a crowded market. These obstacles are not exceptions but the norm, and how you handle them defines your success.

 

How can you rise above the resistance and ramp up your revenue? How can you WIN in ANY market CONSISTENTLY, not just a “fair weather” market?

 

In this episode, I talk about the common struggles most mortgage pros face—low inventory, high rates, stagnation, frustration, and a dwindling pipeline. I also reveal the three counterintuitive truths of success that will change your mortgage career forever.

 

"Income growth is preceded by inner growth. Your business is like a personal development course with a compensation plan attached." - Doren Aldana

 

Things you’ll learn:

- How inner growth precedes income growth.

- The importance of focusing on the process rather than the prize.

- Why connecting to your purpose leads to greater success.

- How top producers win in any market regardless of market conditions.

- Practical steps to overcome fear and take purposeful action.

5 Ways Top Producers Think Differently Than The Average LO

It's still a challenging market with rates high and inventory low, but remember, it's not the market, it's your marketing – AND YOUR MINDSET! It's all about controlling what's INSIDE of your control, and obviously, you cannot control market conditions. What you CAN control is your daily activities, what you focus on, and the spirit you bring to those activities, and that makes all the difference in the world when it comes to your results.

Have you ever wondered how the TOP 1% income earners think and that allows them to earn 10X more than the average LO? What do they know that you don't when it comes to their ability to stay resourceful and show up confidently in the face of obstacles? How do they turn adversity into opportunity that puts wads of cash in their wallet?

In today’s episode, I reveal 5 key ways top producers think differently than the average LO and how you can apply these mindsets to your mortgage career. By the end, you will have the tools to break through barriers and reach new heights of success despite the current market.

 

To accelerate your speed of success, you must accelerate your speed of failure, and top producers embrace the concept called fail forward fast. –Doren Aldana

 

Things you’ll learn:

-How top producers defy common sense and conventional wisdom.

-How the elite high achievers deal with failure that sets them apart from the pack.

-How the top dogs relate to discomfort and build consistency in their daily disciplines.

-Techniques top producers use to maintain peace and calm, enabling them to solve problems more effectively.

-How top producers make decisions that allow them to accelerate their success.

 

Why Realtors Keep Turning You Down & How to Fix It

Mortgage rates are rising and inventory is low, leaving most mortgage originators feeling frustrated and defeated. The pressure to engage Realtors has never been higher, and the competition is fierce. But what if you could turn this adversity into your biggest opportunity?

Imagine being so attractive to top-producing Realtors that they are no longer ignoring your calls and rejecting your overtures but actually open, receptive, even eager to speak with you. With the right strategy, you can flip the script so the Realtor needs YOU more than you need them.

How do you make yourself the GO-TO mortgage pro that top-producing Realtors are excited to partner with?

In today’s episode, I will reveal the 3 reasons why Realtors keep turning you down and, more importantly, how to fix it. As a result, you will be able to build profitable relationships with Top Realtors who each send you 1, 2, 3 deals per month like clockwork.

Start by showing up caring and curious, and bring some concern and empathy. People don't care how much you know until they know how much you care. -Doren Aldana

Things you’ll learn:

-How to avoid showing too many "whiskers" and start offering only the "cheese" that Realtors can’t resist

-How to develop a vetting process that positions you as an attractive partner - but not "easy to get."

-How to change your approach from selling to attracting, from chasing to asking quality questions and presenting custom-tailored solutions so you become the only logical choice

How To Capitalize On The NAR Settlement: 3 Ways To Attract Realtor Partners

As the real estate world braces for the impact of the $418M NAR settlement that was recently approved by the judge, many Realtors are shaking in their boots with fear. With potential commission cuts and changing market dynamics, there’s a palpable air of uncertainty and even trepidation. But what if you could turn these challenges into your biggest opportunities?

 

There’s a good chance that the NAR settlement will put pressure on your Realtors to STEP UP or STEP OUT. With smart sales and marketing strategies, you can help your Realtors flourish under these new conditions, gaining an advantage over those who do not adapt.

 

How do you make yourself the go-to influencer for your Realtors to help take market share and leave their competition in the dust?

 

In this episode, I will share 3 strategies to use the NAR settlement to your advantage to attract more Realtor partners and supercharge your career. Don't just sit on the sidelines and allow your Realtors to survive this shakeup—help them THRIVE!

 

To capitalize on the NAR Settlement, attract more Realtor partners who see you as their GO-TO, as their LIFELINE, and as their STRATEGIC PARTNER to help them win in unwinnable times. -Doren Aldana

 

Things you’ll learn:

 

-How the NAR settlement could redefine buyer agency commission structures as we know them and reshape the landscape for Realtors

 

-Specific steps you can take to align with the new rules to help your Realtors prosper

 

-How to become a beacon of light in the darkness for your Realtors so you can help them find their footing and flourish in the face of this firestorm

 

How Bernadette Laxamana Built a $9.5M+ Pipeline From Scratch in Just 3 Months

Are you stuck in a rut of resistance, feeling powerless to make progress in the face of rising rates and low inventory? If you’re looking to break free from frustration and unlock new opportunities, this message is for you…

 

Picture this: getting past your obstacles, reigniting power to thrive, and boosting your confidence with a proven plan for prosperity.

 

Think that’s a pipe dream? Think again!

 

Case in point, Bernadette Laxamana went from having her best year yet in 2022 to being in the dumps, depressed, dejected, and frustrated because her income tanked and she didn’t know how to get out of her funk.

 

She reached out to us for help and the rest is history…

 

Thanks to our proven Realtor Attraction system, Bernadette was able to attract 16 VIP Realtor partners and build a $9.5+ million pipeline from scratch - without making a single cold call. How awesome is that!?

 

Listen in to this inspiring new episode as Bernadette Laxamana shares her zero-to-hero success story, and more importantly, how she was able to create a massive breakthrough in the face of one of the toughest markets this industry has ever seen…. 

 

Things you’ll learn: 

 

-How to unlock millions in your pipeline with innovative strategies—no cold calls, no begging, no butt kissing. 

-How to rebound from setbacks and rekindle your inner fire to turn adversity into opportunity 

-How to bring MASSIVE VALUE to your partners so they make you their EXCLUSIVE PARTNER

-How to recapture your LOVE for the business (and your LOVE for life) by becoming the BEST VERSION of yourself

-And much, much more!