If you are a loan officer or mortgage broker and you are investing in mortgage leads, or you are considering investing in mortgage leads, make sure you use them most.
The lead provider, if they are good, can provide you with good quality and the rest is up to you.
The lead provider has no control over what a potential customer says.
Put yourself in the shoes of the customer. Buying a home or refinancing an existing one is a major financial decision in consumer life. They are a little bit scared.
When you call a lead received from a lead provider and the customer seems to be in a stand-off mood, say something like this.
“If you go to some of the programs we just offer, you don’t mind. It only takes a minute of your time, and you don’t have to spend anything.”
This approach puts pressure on the customer and nine times out of ten, they will go ahead with you and listen to what you have to offer.
If a customer says they are no longer interested, it is because they have lost their nerve.
Say something like this.
“Oh, that’s too bad. There are a lot of great programs that fit the description of the profile you fill in the line. It only takes a minute and it won’t cost you anything.”
You will be amazed at the reactions you get.
Whatever you do, don’t leave after the first try. It’s about attitude. You talk, tell them what they want to hear about your products, and it makes a lot of difference in the amount of loans you close.