If you are a loan officer or mortgage broker and you invest in mortgage leads, or you are considering investing in mortgage leads, make sure you are making the most of them.
A lead provider, if they are a good one, can provide you with a good quality lead, the rest is up to you.
The lead provider has no control over what the potential customer might say.
Put yourself in the customer’s shoes. Purchasing a home or refinancing an existing one are very big financial decisions in the life of the consumer. They most likely will be a little apprehensive.
When you call a lead you receive from a lead provider, and the customer seems to be in a stand off mood, say something like this.
“Would you mind if I just went over some of the programs we have to offer, it will only take a minute of your time, and it will cost you absolutely nothing.”
This approach takes the pressure off of the customer, and nine times out of ten, they will move forward with you and listen to what it is you have to offer.
If a customer says they are no longer interested, it is only because they lost their nerve.
Say something like this.
“ Oh, that is too bad, I have a lot of great programs that fit the description of the profile you filled out on line, it will only take a minute and it will cost you nothing.”
You will be surprised at the responses you receive.
Whatever you do, don’t give up after the first try. It is all about the approach. You do the talking, tell them what they need to hear about your products, it will make a huge difference in the amount of loans you close.
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