If you are a loan officer or mortgage broker, either working with, or considering working with leads from a mortgage lead company. Here are a few tips on how to close more deals.
For starters, if you get an answering machine, leave a short, informative, detailed message about a rate and product that you believe they will be interested in.
The key here is to leave your customer hanging a little bit in order to tempt them into calling you back.
This is very important because most mortgage lead companies will sell their leads up to five times and your customer may already be working with your competition and not feel the need to call you back.
So if you put the carrot out their in front of them, chances are they will call you back out of curiosity.
Secondly, don’t give up after one objection, overcoming obstacles in the sales business is key to being successful.
If a customer says they are no longer interested or they are working with someone else, don’t give up.
Say something along these lines.
“Oh, that’s to bad, after looking at your on-line application, I was able to come up with a few rates and products that I believe would be ideal for your mortgage needs, do you mind if I take just a minute of your time to go over them with you?”
Nine times out of ten the customer will be willing to listen to you. I guarantee it.
Lastly, make sure you close the deal. By closing the deal, I mean make sure you take the application. Never be satisfied with only peaking their interest about what you can offer, make sure you take the application while you have them on the phone.
People can lose interest very quickly so it is imperative that you take the application before they have a chance to hang up.
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com a mortgage resource site. You can also check out his blog at wwwmortgagespot.blogspot.com for more articles related to the sales and marketing of your mortgage products.
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