Mortgage Leads, Selling Over the Telephone

When a loan officer or mortgage broker purchases a mortgage lead from a mortgage lead company, their very next step is to call the shopper.

Here is not as easy as it sounds, because we all know you never have a second chance to make a first impression. So it is advisable be prepared before you are making the call.

By being prepared I mean have a couple of mortgage products that you need to go over with the shopper that you simply believe will meet their needs based off of what information you were given on the mortgage lead.

Also, mortgage lead companies will sell their mortgage leads up to as many as five times. So, you could turn out to be running into some challenges if the buyer is already working with another loan officer.

Or, perhaps they’ve even lost their nerve.

Listed below are a couple of scenarios you are able to run into and tips to lessen the impact must you be confronted with this sort of situation.

Purchasing or refinancing a home is a completely big financial deal, so it really is understandable in case your customer gets cold feet.

Say something to this effect inside the nicest voice you’ve got . . .

Oh, I’m very sorry to hear that, after staring at the on-line form you filled out, I was ready to fit your needs into one of our loan programs that I am sure you will have some interest in.

If a prospect says to you that they’re working with another loan officer, they either really are, or again, they have got lost their nerve.

Say something to this effect . . .

I’m really sorry to hear that. We offer some really nice mortgage products and I only wanted to take a couple of minutes of a while to move over some of our mortgage programs.

Although these approaches will get the client talking nearly all of the time, there are the times when it would not work.

Listed below are a couple of other stuff you can do . . .

Most mortgage lead providers supply you with an e-mail address, so e-mail them with some attractive mortgage products and tell them briefly about the benefits of working with you and your company.

Also, you can mail them out some flyers with some mortgage products that you believe would meet their mortgage needs along with some of your business cards.

Whatever happens on your sales call, do not give up after one objection. If you have not been having success with your leads, than you need to change your approach.

Also, you may end up having to leave a voicemail which is not at all uncommon these days.

Should you have to leave a message, be sure to be direct and to the point. Let the customer know who you are and why you are calling, and give them a reason to call you back.

Tell them you have a product that you simply believe they’ll be taken with and you will need to that they call them back.

To sum it all up, no single mortgage lead is a slam dunk, notwithstanding how good it looks on paper. Nine times out of ten you’ll be faced with some style of challenge. So do your homework and be prepared to face your challenge’s head on.