Mortgage Leads, Making the Most of Them

                                                                                         

If you are a loan officer or mortgage broker and you are currently investing in mortgage leads, or you have given thought to investing in mortgage leads, make sure you are making the most of them.

A mortgage lead provider, if they are a good one, can provide you with a good quality mortgage lead, the rest depends on you.

The mortgage lead provider has no control over what the potential customer might say.

Put yourself in the customer’s shoes for just a moment. Purchasing a home or refinancing an existing one are very big financial decisions in the life of your consumer, perhaps the biggest they will ever make. They most likely will be a little bit apprehensive.

When you call a mortgage lead you receive from a mortgage lead provider, and the customer seems to be in a stand off mood, say something to this affect.

“Would you mind if I just went over some of the mortgage programs we have to offer, it will only take a minute of your time, and it won’t cost you a dime.”

This approach takes the pressure off of your customer, and more often than not, they will move forward with you and listen to what it is you have to offer.

If a potential customer says they are no longer interested in a mortgage, it is only because they lost their nerve.

Respond with something like this.

“ Oh, that is too bad, I have a lot of great mortgage products that fit the description of the profile you filled out on line, it will only take a few seconds and it will cost you nothing.”

I guarantee you will be surprised at the responses you receive.

Whatever happens, don’t give up after the first try. It is all about the approach you take with your customer.

You do the talking, tell them what they need to hear about your mortgage products, it will make a huge difference in the number of mortgages you close.

About the author:
Jay Conners has more than seventeen years of experience in the banking and Mortgage Industry. He is the owner of http://www.jconners.com, a mortgage marketing and resource site for loan officers. He is also the owner of http://www.callprospect.com, a mortgage lead company, specializing in real time mortgage leads.


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