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Ep# 121: How to Balance Agent Referrals with Buying Internet Leads

By Geoff Zimpfer

This week’s guest is Blake Bianchi, up and coming Loan Consultant and an innovative young industry catalyst. Growing up, he was surrounded by family in the mortgage industry and was very familiar with the business. His father, John Bianchi, was one of the top producing loan originators in the country, and his father was one of Geoff’s early bosses during his time at Countrywide. At Blake’s first position in the industry as a Production Partner for one of the highest producing lenders in the company, he learned a lot and learned quickly. Through the knowledge Blake gained as a Production Partner he went on to become Loan Consultant at Caliber Home Loans, and currently works as an area manager for Loan Factory, Inc. Agent Referrals  Buying Leads  Brokers  Co-Marketing  Real Estate  Loans  Tracking Don’t know what platforms for lead purchasing are right for you? Or how to utilize them efficiently? Geoff plies Blake for information on his methodology on buying leads so you can make sense of it. The guys also dig into the advantages of consumer direct and how you should set up your CRM and conversion tracking before any ad spend. Consumer Direct  Lead Generation  Conversion Time  CRM  Pre-Approved Re-Financing The qualities of a good agent can be hard to identify when building a local network. Blake also goes over his objectives for when initially calling a lead, what it means to provide value to the client and how you can make your service more convenient.   What you will learn in this episode: What is driving the resurgence of the broker? How do you build trust in a highly competitive market? What should you have in place before an ad-spend? What advantage is there in focusing on purchase leads, instead of re-finance leads? What to look for in an agent and why you should focus on building relationships. How niche markets present a means of success with less reliance on realtors.   Links from Todays Episode: Loan Factory Blakes Linkedin ‘Influence’ by Robert B. Cialdini, Ph.D.

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