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[H1111]How To Generate Mortgage Leads

by Jay Conners, Jay

For starters, understand that a lead provider does just that, they provide you with leads. It is entirely up to you to make the sale.

When you call potential customers, it is not unlikely to be confronted with objections, regardless of where your leads are coming from.

Here are a few tips for overcoming some of these objections.

If you call a customer and they say that they are no longer interested, it is most likely because they lost their nerve.

Purchasing or refinancing a home is a very big financial deal, so it is understandable if your customer gets cold feet.

Say something to this effect in the nicest voice you have .. .

Oh, I'm very sorry to hear that, after looking at the on-line form you filled out, I was able to fit you into one of our programs that I am sure you would be interested in.

If a customer tells you that they are working with someone else. They either really are, or again, they have lost their nerve.

Say something to this effect .. .

I'm really sorry to hear that. We offer some really nice products and I only wanted to take a minute of your time to go over some of our programs.

Although these approaches will get the customer talking the majority of the time, there are the times when it does not work.

Here are a few other things you can do .. .

Most lead providers supply you with an e-mail address, so e-mail them with some attractive products and tell them briefly about the benefits of working with you and your company.

Also, you can mail them out some flyers with some products that you believe would meet their mortgage needs along with some of your business cards.

Whatever happens on your sales call, do not give up after one objection. If you have not been having success with your leads, than you need to change your approach.

Remember. The lead provider can't do the selling for you. Best of luck with your leads.

One of the most critical mistakes a sales person can make once they receive a mortgage lead, is not acting on it immediately.

I once worked with a guy who belonged to a networking group, the main purpose of his joining this networking group was to receive mortgage leads. This group wasn't dirt cheap either, he paid $500.00 annually to be a member.

He would come back from his weekly meeting with a mortgage lead in his hand and pin it to the bulletin board above his desk, and there it would stay until he noticed it a couple of days later.

It drove me bananas!

In sales, and it does not matter what you are selling, every day is just as critical as the other! At any moment, your competitor can call your customer and walk off with the business.

Another common mistake I have witnessed a number of times, is contacting the mortgage lead in a timely fashion, but having absolutely no enthusiasm once you make contact with the customer.

When you call a potential customer, smile as you speak to them, the customer will pick up on the inflection in your voice and respond to it enthusiastically.

Don't act as though the customer is a burden to you, and that you are doing them a favor.

Remember, you are the expert when it comes to your mortgage products, don't expect your customer to know everything, if they did, they wouldn't need you. So make sure they know that you are happy to be helping them.

Another no-no when following up on a mortgage lead is to yawn, sneeze, or cough into the receiver of the phone. I understand that these are normal and common bodily functions, but there is no excuse for doing it directly into the receiver, this is a great way to loose the sale, the yawn alone will most likely make your potential client hang up the telephone.

Always put yourself in the shoes of your customer. Imagine meeting someone for the first time over the telephone and your conversation is being interrupted by yawns, and sneezes, I doubt you would be gung-ho about doing business with this person.

Following up with a mortgage lead and then putting that person on hold is another common mistake I have come across. Although your reasons for putting your customer on hold may seem very important to you, your customer will find it to be annoying regardless of your reasons. So be sure to set aside a time to call your mortgage lead when you know the interruptions will be few.

So the next time you receive a mortgage lead, act on it immediately, let your customer know that you are happy to work with them, speak clearly and avoid interruptions, and watch your sales productivity increase!

Article Source : Pg. 266

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Both Jay Conners & J are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Jay Conners has sinced written about articles on various topics from Sales and Negotiation, Marketing and Mortgage. . Jay Conners's top article generates over 40500 views. to your Favourites.

J has sinced written about articles on various topics from Sales and Negotiation, Finances and Insurance for Business. Jay Conners has more than seventeen years of experience in the banking and Mortgage Industry. He is the owner of , a mortgage marketing and resource. J's top article generates over 22200 views. to your Favourites.