When it comes to mortgage leads, your ultimate goal is to make money. Mortgage lead companies can provide you with a lead. The rest is up to you.
For starters, finding the right lead company is key. Be sure to do your research and find a mortgage lead company that sells good quality leads. Not the type of leads that are recycled, or bought from third party companies and resold over and over again.
When calling a prospect on one of your mortgage leads, you may at some point be confronted with the challenge of an objection from your customer. This in no way is a reason to abandon the lead.
Some of the challenges you may be confronted with, are as follows.
“I am no longer interested.”
If the prospect hits you with this line, chances are they got cold feet. This is understandable due to the fact that purchasing or refinancing a home is a very large financial undertaking.
Say something like this.
Oh, I’m sorry to hear that. After reviewing your on-line application, I was able to fit you into a really nice program based on the information you provided.
Nine times out of ten, this will catch their ear.
Another challenge you may come across is that they are working with someone else.
This could be true if you are purchasing your lead’s non exclusively. Most lead companies will sell their leads four to five times.
If you are confronted with this challenge, say something along these lines.
Oh, I’m very sorry to hear that, I have a really great program I’m sure you would be interested in. If you have just one moment, I would be happy to go over it with you.
This approach will normally get them thinking and want to hear more. Make sure they understand the importance of shopping around in this industry.
If neither one of these approaches works with the challenges you are faced with by your customer, then send them an e-mail. Most lead providers do provide the address on the lead.
You may also want to mail them out some brochures about the products and services you have to offer.
Remember, you work hard for your money, so work your leads. Don’t give up after the first objection, and your closure ratio will be sure to go up.
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. You can also check out his blog at http://wwwmortgagespot.blogspot.com for more articles related to the sales and marketing of your mortgage products.
