For starters, finding the right lead company is key. Make sure to do your research and find a mortgage lead company that sells good quality leads. Not the kind of leads that are recycled or purchased from third party companies and resold over and over again.
When calling a prospect out on one of your mortgage, you may eventually face the challenge of an objection will be confronted by your customers. This is not a reason to leave the lead.
Some of the challenges you may face are as follows.
I am no longer interested.
If the prospect you meet with this line, chances got cold feet. This is understandable due to the fact that buying or refinancing a home is a huge financial undertaking.
Say something like this.
Oh, I'm sorry to hear. After reviewing your online application, I could fit in a really nice program based on the information you provided.
Nine out of ten, they will catch her ear.
Another challenge you may encounter is that they work with someone.
This could be true if you are not buying your leads exclusively. Most companies will sell out their four to five times.
If you are faced with this challenge, to say something in that direction.
Oh, listen to Im very sorry that I would be a really great program Im sure you will be interested if you only have a moment, I will go with you would be happy about it.
This approach is generally think they get and want to hear more. Make sure they understand the importance of shopping around in this industry.
If none of these approaches is working with the challenges that you face with your customers, then send an e-mail. Most of the leading network operator the address on the lead.
You may also want to send them some brochures about the products and services you have to offer.
Remember, you work for your money work hard for your results. Dont give up after the first objection, and your closing ratio increase.
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