When a loan officer or mortgage broker purchases a mortgage lead from a mortgage lead company, their very next step is to call the customer. This is not as easy as it sounds, because we all know you never have a second chance to make a first impression. So you want to be prepared before you make the call. By being prepared I mean have a few mortgage products you want to go over with the customer that you 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 may end up running into some challenges if the customer is already working with another loan officer. Or, perhaps they have even lost their nerve. Here are a few scenarios you may run into and how you can lessen the impact should you be confronted with such a situation. Purchasing or refinancing a home is a very big financial deal, so it is understandable if your customer gets cold feet. Say something to this effect in the nicest voice you have . . . Oh, I’m very sorry to hear that, after looking at the on-line form you filled out, I was able to fit you into one of our loan programs that I am sure you would have some interest in. If a prospect says to you that they are working with another loan officer, they either really are, or again, they have 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 few minutes of your time to go over some of our mortgage programs. Although these approaches will get the customer talking the majority of the time, there are the times when it does not work. Here are a few other things 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 voice mail 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 believe they will be interested in and it is very important that they call them back. To sum it all up, no single mortgage lead is a slam dunk, no matter how good it looks on paper. Nine times out of ten you will be faced with some sort of challenge. So do your homework and be prepared to face your challenge’s head on.
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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