Mortgage Leads, The Approach to More Closed Deals

                                                                                         

If you are a loan officer or mortgage broker that is thinking about buying mortgage leads, remember that your salesmanship has a lot to do with the end results of the mortgage leads you purchase.

If you are dealing with a good reputable mortgage lead company that delivers good quality mortgage leads, than you are off to a great start.

However, your approach to your potential customer can have a lot to do with the end result of the mortgage leads you buy.

For instance, once you receive a mortgage lead, call the person immediately. Don’t let the mortgage lead sit around on your desk for a day, let alone an hour.

Especially if you are buying your mortgage lead’s non exclusively. Most mortgage lead companies will sell their non exclusive leads up to four to five times. So by taking your time and waiting to make contact with your new customer, you are allowing your competitors 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 be overcome by the challenge.

Place yourself in the shoes of your customer. 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 in their life time.

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. Keep in mind that you are the expert.

Say something to this effect in with your opening statement:

Hello Mrs. Jones, My name is Bill Jones and I work for ABC mortgage company. I’m calling in reference to the on-line application you posted on the internet, and I have some great mortgage products I believe you may be interested in. Would you mind if I took a minute ot two of your time to go over them with you?

Nine times out of ten they will be happy to listen because you have taken the pressure off of them.

Whatever happens, do not give up just because you are faced with one objection. There are a few other avenues for you to go down.

Send them an e-mail with a briefly describing your mortgage products, or send them out a mailer explaining the benefits of the mortgage products and services you have to offer. And, don’t forget to throw in some of your business cards.

Do everything in your power to get your mortgage products in front of them either verbally or through mailers and e-mail, and you can be sure your closure ratio will go up.

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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