Art of Mortgage Marketing

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How to Identify Where You’re Leaving Money on The Table

April 19, 2019

People leave money on the table when they don’t patch up their marketing. How do you figure out what mistakes you’re making? What’s limiting your results, even when you apply maximum effort? On this episode, I explain the 3 areas you should be mastering to avoid spending too much time on unimportant tasks and too little time doing the things that matter.


If you don’t make people think they have to work with you, you’re leaving money on the table. -Doren Aldana  



  • Make sure you’re staying in contact with your database. Neglecting to leverage your database is the quickest way to leave money on the table.

  • Pay attention to the real estate agents you approach. You should be asking a small group of top producers for all their business, rather than a big group of bottom feeders.

  • Don’t wait too long to delegate. As soon as you can, get other people to complete lower paying tasks, so you can focus more on the high-paying ones.

I start the episode by recounting an experience I had a while back. The car we were given on vacation had a broken gas pedal. This meant that pressing the pedal not only failed to make us go any faster, but it also wasted the gas. After sharing this, I explain how a lot of mortgage professionals are effectively enacting the same thing: wasting time on tasks that aren’t getting them anywhere.


We also discussed:

  • Why you should be perfecting a few moves, rather than doing many tasks poorly
  • The importance of a multimedia approach with regards to contacting your database
  • How you can patch up the holes in your marketing approach

The best way to keep your marketing strong is by streamlining your process. Stop overcomplicating your business by trying to wear too many hats. You’re working too hard by doing that. Work smarter, and focus on 3 areas of mastery, rather than several areas of mediocrity.