Mortgage Leads, The Approach To More Sales
BATTLECALL GUEST EXPERT: Jay Conners, Loan Officer
If you are a loan officer or mortgage broker that is in the market for mortgage leads, your salesmanship has a lot to do with the end results of the mortgage leads you receive.
If you are dealing with a good reputable mortgage lead provider that delivers good quality leads, than you are off to a good start.
But your approach to the customer can have a lot to do with the end result of the mortgage lead.
For instance, once you receive a lead, call the person immediately. Don't let the lead sit around on your desk for a day, let alone an hour.
Especially if you are buying your lead's non exclusively. Most mortgage lead companies will sell their non exclusive leads up to four to five times. So by waiting to make contact with your potential customer, you are allowing your competition to get a jump on you.
Also, don't be discouraged by an obstacle. If a potential customer gets cold feet and shows disinterest, don't give up.
Place yourself in the customer's shoes. Buying or refinancing a home is a huge financial deal in the life of your customer. Most likely the largest financial transaction they will ever make.
For this reason, it is very important that they find a comfort level with you.
In the beginning of the conversation, do most of the talking. Remember you are the expert.
Say something to this effect in your opening statement:
Hello Mrs. Jones, My name is Jon Smith and I work for XYZ mortgage company. I'm calling in reference to the on-line application you posted by way of the internet, and I have some great products I believe you may be interested in. Would you mind if I took a few minutes to go over them with you?
Nine times out of ten they will happily agree to listen because you have taken the pressure off of them.
Whatever happens, never give up just because you are faced with one objection. There are other avenues for you to go down.
Send them an e-mail with a brief description of your products, or send them out a mailer explaining the benefits of the products and services you have to offer. And, don't forget your business cards.
Do everything in your power to get your products in front of them either verbally or through mailers, and you can be sure your closure ratio will go up.
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