Mortgage Leads Overcoming Objections

Mortgage Leads Overcoming Objections



Mortgage Leads,​ Overcoming Objections
If you​ are a​ loan officer or​ mortgage broker,​ and you​ are obtaining leads from a​ mortgage lead provider,​ it​ is​ important that you​ get the​ best return on​ your investment that you​ possibly can.
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 .​
.​
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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.




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