f you are a loan officer officers.
or a mortgage broker, and
you are currently using a So, if you come across an
mortgage lead provider, or you objection over the telephone such
are considering investing with as “I am no longer interested,”
one, one of the most important it is most likely because they
things you should take into are dealing with somebody else at
consideration, is the closure that point.
ratio.
Here is something you can counter
If you are closing anywhere from with . . .
5% to 12% of the leads you
purchase, than you are doing very Oh, that’s to bad, after looking
well according to the industry’s at your on-line profile, I was
standard. able to fit you into a really
nice mortgage program with one of
Here are a few helpful hints to our lenders.
increase your closure ratio.
I can just about guarantee this
Keep in mind that a lead provider will get their attention.
does just that, they provide
leads. It is entirely up to you If this approach does not work,
to make the sale. Just because e-mail them with some attractive
you were provided with a fresh programs that you offer, or mail
lead doesn’t mean you don’t have them out a flyer with a list of
to work to close the deal. your products.
Most lead companies will sell Whatever you do, do not give up
their leads up to five times, so after the first objection.
you are competing with other loan
Remember, home buyers, and people sure the message is short,
refinancing their existing homes friendly, and informative.
are very apprehensive, they are
embarking on perhaps the largest Ask them to call back at their
financial transaction they have convenience to discuss a great
ever made, so put yourself in product you know they will be
their shoes. interested in.
So, the friendlier you come off, Remember. It is all in the
and the more knowledgeable you approach and the inflection in
sound, the better your chances of your voice. The lead provider can
making the sale. provide the lead, but you have to
work to get the sale. Best of
If you fail to have someone luck with your leads.
answer the telephone, and you
have to leave a message, make
About the Author:
Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.
