If you are a loan officer or mortgage broker and you get leads from a mortgage lead provider, it is important that you get the best return on your investment that you can.
First of all, you should know that a lead provider is someone who gives you leads. You are the only one who can make the sale.
No matter where your leads come from, you are likely to hear objections from potential customers when you call them.
Here are some ways to get around some of these problems.
If you call a customer and they say they are no longer interested, it's probably because they lost their nerve.
Buying or refinancing a home is a huge financial decision, so it's understandable if your client has second thoughts.
Say something along these lines in your best voice...
Oh, I'm sorry to hear that. After looking at the online form you filled out, I was able to put you in one of our programmes that I am sure you would be interested in.
If a customer tells you they are working with someone else. Either they really are, or they've lost their nerve again.
Say something along these lines...
I feel terrible to hear that. We have some great products, and I just wanted to take a minute to tell you about a few of them.
Most of the time, these methods will get the customer to talk. However, there are times when they don't work.
Here are some more things you can do:
Most lead providers will give you an email address, so send them an email with some great products and a short explanation of why they should work with you and your company.
Also, you can send them some of your business cards and flyers with some products you think would meet their mortgage needs.
No matter what happens during your sales call, don't give up after the first person says no. If you haven't had much luck with your leads, you need to change the way you do things.
Remember. The person who gives you leads can't sell for you. Have success with your leads!
