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There are countless ways to build your business pipeline. Any experienced mortgage originator can give you a laundry list of detailed methods — all geared toward connecting with referral partners and learning about consumers. From in-depth, exhaustive research and convoluted spreadsheets, there are no shortages of data-driven, technical marketing tactics.

Many originators rely on that Pandora’s box of marketing — digital outreach. That’s the “pay to play” method of generating leads. Whether through Google or Facebook ads, or by buying leads directly from Zillow, there’s no denying that these methods get results.
But it’s time to ask: Are these the only ways to generate healthy leads? The short answer is no. The long answer is absolutely not.