Perhaps one of the trickiest methods of marketing ourselves and our mortgage products is over the telephone.
The telephone offers many challenges. For starters the potential customer is unable to put a face with your name, which more often than not leads them to draw inferences based on the sound of your voice. This may or may not be a good thing.
Also, these days everybody has caller id and has the option to screen your call should they not be in the mood to discuss mortgages. Many times you can be left hanging with nothing but somebody's voice mail and never have an opportunity to speak with your customer.
However, voice mail can actually be considered a blessing in disguise. Here is where you have an opportunity to dangle a carrot in front of your customer.
If you just so happen upon a voice mail while cold calling, don't just leave your name, number, and the company you work for with a hint of disappointment in your voice, be sure to leave them with a reason to call you, make them wonder what you meant behind your message.
Say something like this;
“Good evening Ms. Jones, my name is Jon Smith and I work for XYZ mortgage company. I understand that you are interested in a mortgage. I have looked over your scenario and I believe that I have the right product to meet your needs, so please give me a call back at a time convenient for you. Thank you.”
And smile while you are talking, the inflection will come out in your voice.
Another challenge you may face is when a customer tells you that they need to speak to their spouse before making a decision.
Should this happen, ask if their spouse is available now, and if so, ask to speak with them now.
If not, ask if there was anything that you did not explain clearly enough and that you would be happy to go over everything again.
If this doesn't work, back off and ask if you may call back at a designated time convenient for your customer.
The more you cold call and work the phones the better your mortgage marketing skills will become over the phone. And as long as you know your products and you are prepared to explain them, success will come all the easier for you.
