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1). Make the Most of Your Mortgage Leads
If you are a loan officer or mortgage broker and you invest in mortgage leads, or you are considering investing in mortgage leads, make sure you are making the most of them.
A lead provider, if they are a good one, can provide you with a good quality lead, the rest is up to you.
The lead provider has no control over what the potential customer might say.
2). Getting Passed the Gate Keeper
We all know the feeling of going out to make our cold calls, only to be shot down by the person at the front desk who looks at us as nothing more than a solicitor.
These front desk people would be otherwise known as the gate keepers.
Lets face it, getting passed the gate keeper can be tough, we are on their turf, what they say goes. Any slight resistance could end up with them making a call to security.
3). Paint a Picture With Your Words
Paint a Picture With Your Words
Depending on what you sell, it is not always easy to get your point across, so it is very important to paint a picture with your words to give your customer a visual of your product, or a visual of themselves using your product.
When you are meeting someone face to face, and you can show them your product up close, it is easy for them to get a visual because they are looking at it with their own eye’s, and they can hold it in their own hands.
4). Put Your Angry Customer at Ease
Having to deal with angry and upset customers is by far one of the worst responsibilities we must face on a day to day basis in the world of sales and business.
However, this responsibility, like so many others we must face on a daily basis, just comes with the territory.
Customers become angry for all sorts of reasons. Some are legitimate reasons.
5). Sub Prime Mortgage leads
If you are a loan officer or mortgage broker interested in purchasing sub prime mortgage leads, purchasing them by way of the internet may not be a bad place to start.
But before you do that, find a mortgage lead provider that can deliver exactly what you are looking for, and that is sub prime leads.
A good place to start in your search for sub prime mortgage leads would be with a lead provider that allows you to receive sub prime leads only.
6). How to Get Your Customer Talking
How to Get Your Customer Talking
Before we can sell our products to our prospective customers, we must first get to know them and their needs. The best way to do this is to get them talking.
When you approach a prospective customer, it can be a challenge to get the customers attention, let alone getting them to strike up a conversation with you.
Most people don’t want to be bothered, their perception of a sales person is that of a used car sales man or the Macy’s girl who approaches you in the aisle and wants to squirt perfume all over you.
7). Your Own Credit Repair Business
If you are considering starting your own credit repair business, or you already own your own credit repair business, you may have played with the idea of purchasing credit repair leads.
Having your own credit repair business allows for you to obtain business for credit repair on many levels. However, with credit repair leads, the customer is basically looking for, and asking for your help.
8). Mortgage Loan Lead
If you are a loan officer or mortgage broker looking to purchase mortgage loan leads, you may be considering what type of mortgage loan lead to purchase, and which company to purchase them from.
There are a few different types of leads to choose from and literally hundreds of lead companies to buy them from.
A few different types of the mortgage loan leads you can purchase would be “real time” leads, which are only seconds old by the time you receive them.
9). Credit Repair Business in Florida
If you own or are interested in starting a credit repair business in Florida, one thing you will definitely need is credit repair leads.
There are quite a few ways to obtain credit repair leads for your credit repair business in Florida. Such as customer referrals, an educational web site, and a toll free number to name a few.
The benefit of purchasing leads for your credit repair business in florida is that the potential customer has made up their mind to have their credit repaired.
10). Building a Strong Business Relationship
When it comes to business and sales, building a strong relationship is critical. The stronger your relationship is with your customer, the more likely they will be to refer you business.
Every day, make an attempt to build on the relationships you have with your customer. Don’t just say hi as they walk in and goodbye as they leave.
The last thing you want to do is make your customer feel like a statistic.
11). Turn Your Customer Complaint into a Positive
The last thing we want to hear during our work day is complaints from customers. However, it does come with the territory. Here are a few tips on how to turn your customer’s complaint into a positive.
1. Listen
When a customer comes to you with a complaint about one of your products or services, listen to them. Listen to what they are telling you, and take notes if at all possible.
12). Mortgage Marketing with a Personal Blog
If you are a loan officer or a mortgage broker and you are looking for a new and innovative way to market yourself and your products, you may want to consider using a personal blog.
You do not have to be a wizard with a computer, or have a background in rocket science to start up a blog.
The internet is loaded with blogging sites that allow you to set up a blogging site, literally within five minutes.
13). Internet Mortgage Leads
If you are a loan officer, you may be considering purchasing internet mortgage leads. But you may be leery of whom to buy them from and the type of lead you should buy.
There are many internet mortgage lead companies out there, and they sell all kinds of lead types.
Such as, real time, live transfer, recycled, and lets face it, a lot of these companies sell junk.
14). Credit Repair Service
Credit Repair Services
If you are in the business of credit repair services. You may have at one time considered purchasing credit repair leads.
The benefit of purchasing credit repair leads, is that the customer is committed to having their credit repaired by a professional such as yourself.
These customers are not playing games or surfing the net looking for information and merely contemplating the idea of credit repair, they are very serious about it, and they are waiting on a phone call.
15). Spend More of Your Time Selling
The majority of people in the sales force spend an average of no more than two hours out of their day actually selling.
This fact is astonishing for two reasons. One, how do we as sales people manage to meet our goals. And two, why on earth are we in sales to begin with?
The lack of hours spent selling in our work week is understandable. Lets face it.
16). What Not to Display on Display Signs
If you are promoting a product and you are doing some advertising with displays, don’t allow for your customer to know everything. Otherwise, they won’t have a reason to call you, or come visit you.
For instance, when I was working in the banking industry, we displayed our rates on a fancy looking board in the middle of our main lobby.
Customers would come in, take care of their business, glance at the rate board, and walk out the door.
17). Presenting Your Product
We all know the expression “you only get one chance to make a first impression,” well it holds true when it comes to presenting your product to your customer.
For starters, the last thing you want to do when a customer walks into your office is present the first product that pops into your head.
Before you present a product to your customer, you must first find out exactly what it is your customer wants and needs.
18). Your Customer is Not a Statistic
When a customer walks into your office, you want to make sure they feel welcome, you want to treat your customer as though they are a piece of gold, and not as a statistic.
Have you ever been standing in a line, and when it comes to your turn to be waited on, the sales associate yells out “next?”
Just thinking about that scenario makes me cringe. It is hardly a way to build a relationship with your customer.
19). Buying Internet Mortgage Leads
If you are a loan officer or mortgage broker looking to begin the purchase of internet mortgage leads, here are three things you will want to consider.
Number one, pricing. You want to make sure you get what you pay for. Pricing also determines the quality of the lead you are getting.
If you are paying two bucks per lead, there is no doubt you are purchasing recycled junk.
20). Evaluate Your Customer
Evaluate Your Customer
When a customer walks into your office, don’t sell them the first product that comes to mind. Sit them down and evaluate their needs, than sell them the products that meet their needs.
I once worked with a guy in the banking industry, who was one of the best at explaining the benefits and features of our products, the only problem was, he was spending so much of his time explaining, but never selling anything.
21). Phillies Ticket at Face Value
On opening day for the Philadelphia Phillies, my wife and I were anxious to attend but we did not have tickets.
The night before the game, we decided to arrive at the ballpark early with a cooler full of tailgating food and drink, and try to find a scalper that would give us a deal on some good seats.
Much to our surprise, there was not a scalper in sight.
22). Mortgage Leads, Where to Begin
If you are considering investing your hard earned money with a mortgage lead company, or you are switching lead companies because you have gone through the pain of seeing your money go down the drain, here is a good place to begin.
Before you take that leap of faith with a lead company, take a step back and reexamine exactly what it is you are looking for from a lead company.
23). Setting Realistic Goals
When we make a sale, or take one step closer to meeting our goal, we are overcome with a felling of achievement which motivates us to sell more.
I’m sure that anybody who is reading this article has been in the situation where they may have been given unobtainable goals from one of their bosses, sales manager’s, or some higher up somewhere in the company.
24). Buying Fresh Mortgage Leads
Mortgage leads can be bought in quite a few different varieties. And depending on which loan officer you ask, some are better than others.
If you buy leads in bulk, most likely you will be buying old or recycled leads.
Mortgage leads can also be bought by way of cherry picking, where you can actually view the lead before you purchase it. You can also see how many times it has been purchased by other loan officers.
25). Mortgage Leads, Increase Your Closure Ratio
If you are a loan officer or a mortgage broker, and you are currently using a mortgage lead provider, or you are considering investing with one, one of the most important things you should take into consideration, is the closure ratio.
If you are closing anywhere from 5% to 12% of the leads you purchase, than you are doing very well according to the industry’s standard.
26). Relax Your Customer
Relax Your Customer
One of the most important skills a doctor can posses, is that of a bed side manner. In the same sense, it is important that sales people posses the same type of skill, to be able to put their customer at ease.
Relaxing your customer is important to any type of sales situation you may find yourself in. Remember, think of the customer as a guest in your house, you are the host, so you want to make them as comfortable as possible in your house.
27). Live Transfer Leads Mortgages
If you are a loan officer or mortgage broker, you may be on the market for live transfer leads mortgages.
This particular type of lead is not such a bad choice when you are determining what type of lead you want to work with.
The live transfer lead works like this.
You sign up for an account with a live transfer lead mortgages company. You determine what type of lead you would like transferred your way.
28). Quality Internet Mortgage Leads
If you are a loan officer or mortgage broker on the market for internet mortgage leads. Sometimes it may be better to go after quality leads, as opposed to buying your leads in quantity.
If you are looking for internet mortgage leads in quantity, or bulk, you will get a heck of a lot of leads for your money. But for the most part, these leads you purchase in bulk, have been recycled, or sold from lead company to lead company.
29). Mortgage Leads, Junk vs. Real Time
If you are a loan officer or mortgage broker and you are on the market for mortgage leads, you may want to research the companies you are considering to determine exactly what kind of leads you will be receiving. Not to mention, where they are coming from.
A junk lead is classified as a lead that is old or recycled by many loan officers and many lead companies.
30). Starting a Credit Repair Business
If you are looking to start a credit repair business, one of the first things you will need to do is find people who need their credit repaired.
Thanks to the internet, this shouldn’t be very hard. All you need to do is find a legitimate credit repair lead company to start sending you some leads.
The beauty of buying credit repair leads is that the potential client has committed to having their credit repaired by a professional such as yourself.
31). Follow Up With Your Customer
Follow Up With Your Customer
After you go through a sales session with a customer, wether you sell them a product or not, follow up with them. Otherwise, your time was all but wasted.
Every part of a sales process from the initial contact, to the presentation of the product, to the final step, following up, are all equally important.
The following up process is an important element of the sales process for many key reasons, here are just a few:
1.
32). Two Ways to Market Yourself Without Spending a Dime
Unfortunately not all of us have a budget to fit what we believe to be our marketing needs. No need to get down, here are a few very simple things you can do that have stood the test of time, and are proven to attract more business.
For starters, smile often if not always. I’m sure you are familiar with the phrase “smile it’s contagious.” Well it is.
33). Make Money With Mortgage Leads
When it comes to mortgage leads, your ultimate goal is to make money. Mortgage lead companies can provide you with a lead. The rest is up to you.
For starters, finding the right lead company is key. Be sure to do your research and find a mortgage lead company that sells good quality leads. Not the type of leads that are recycled, or bought from third party companies and resold over and over again.
34). Mortgage Leads for New Loan Officers
If you are a loan officer and you are new to the business, one thing you may be short on is leads.
Leads can be obtained in many ways. Through customer referrals, networking groups, family members, friends, etc.
However, for a new loan officer, you may need to jump start your business, and investing with a mortgage lead company may be the way to go.
35). Where Mortgage Leads Come From
If you are a loan officer or mortgage broker, and you are considering purchasing mortgage leads, one thing that will be important to know, is where these lead companies obtain their leads from.
Many times, mortgage lead companies will sell their leads multiple times. They have a data base of thousands of leads that they sell repeatedly over and over.
36). Credit Repair Business
If you own or are looking to start a credit repair business, one thing you will definitely be needing is credit repair leads.
The benefit of buying credit repair leads is that the customer is committed to paying a professional for credit repair help.
The customer is not merely looking for information. Once they fill out the on-line form, they have clearly committed themselves to seeking the help of a professional to have their credit repaired.
37). Customer Service Leads to Customer Loyalty
Customer Service Leads to Customer Loyalty
All customers want and expect superior customer service, and it is all too important that we give it to them. Otherwise, our competition will.
Your customer doesn’t want to be treated like another statistic along an assembly line. They want to be treated with respect. It is very important that your customer realizes just how important their business is to you.
38). Exclusive Mortgage Leads
If you are a loan officer or mortgage broker on the market for exclusive mortgage leads, how do you know if that lead is really exclusive or not?
The true definition of an exclusive mortgage lead is defined as one that is sold in real time and sold to you only.
This sounds really good, but there is a small problem with that. Who is to say that this potential customer hasn’t taken it upon themselves to contact other loan officers.
39). Interview With A Former ACLU Lawyer
For God And Country ForeverSurrender To The ACLU Never”I had the benefit of getting an interview with Mr. Reese Lloyd, a former ACLU lawyer af
40). Mortgage Leads, The Approach to More Sales
If you are a loan officer or mortgage broker that is in the market for mortgage leads, your salesmanship has a lot to do with the end results of the mortgage leads you receive.
If you are dealing with a good reputable mortgage lead provider that delivers good quality leads, than you are off to a good start.
But your approach to the customer can have a lot to do with the end result of the mortgage lead.
41). Know Your product before You Sell It
Know Your product before You Sell It
Product knowledge is by far the most important key ingredient to posses when it comes to selling your product.
Before you sell your product, make sure you know it inside and out, you wouldn’t want to be caught without an answer if your prospect had a specific question.
Think about it, if you were interested in buying a product from someone and they couldn’t answer your simplest of questions about the product, how much faith would you have in it? Probably none.
42). Baseballs Cloud of Controversy
Although Baseball has never been a stranger to controversy. From the 1919 Chicago Black Sox, to Pete Rose betting on baseball, to Sammy Sosa’s corked bat. And now the on going soap opera of Barry Bonds suspected steroid use, it is in no way hurting in the ratings and fan department.
Why is this?
I think I have the answer, but of course, it is just my opinion.
43). Don’t Let Your Hot Leads Cool Off
Every day in sales and business is critical. That lead you receive today, could very well be in the hands of your competition tomorrow.
That is why I can’t stress enough the importance of taking full advantage of your leads once you receive them.
Leads are not meant to sit around pinned onto bulletin boards, or placed in a tickler file. They are meant to be acted on.
44). Buying Mortgage Leads Exclusively
If you are a loan officer or mortgage broker, you may be on the market for mortgage leads. If you have no interest in sharing these mortgage leads with anyone else, you may want to consider buying them exclusively.
If you decide to buy your leads exclusively, you can plan on paying a bit more for them. As opposed to buying old or recycled leads in bulk or at two dollars a lead.
45). Mortgage Marketing in the 21st Century
For loan officers and mortgage brokers, marketing the benefits of your products to your potential customers is very important to the success of your business. It is also important that you keep up with your competition’s marketing concepts.
Marketing can rear its head in many ways. Verbally, through networking. Business cards, mailers, flyers, billboards, radio, television, etc.
46). The Power of Knowing Your Customer
Often times we believe the depth of our customer does not extend beyond that of the business they do with us.
In fact, it goes way beyond that. People love to talk about themselves, and if you take the time to talk to your customers about non-business topics, you will find that, more often than not, they are more than happy to engage you in conversation.
47). 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.
48). Purchasing Exclusive Mortgage Leads
If you are a loan officer or mortgage broker, you may be on the market for mortgage leads. You may even be considering purchasing them exclusively.
Purchasing exclusive mortgage leads may not be such a bad idea if you want to cut out your competition.
Most mortgage lead companies will sell their leads up to four times, and some as many as five times.
49). Mortgage Leads, Choosing the Best Option
Mortgage Leads, Choosing the Best Option
When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.
While working as a loan officer, I dealt with my fair share of mortgage lead companies. Along the way, I bought my leads in bulk, I bought them fresh, and I bought them with a live transfer.
50). Mortgage Marketing With a Blog
One great way for mortgage brokers and loan officers to market the benefits of their products and services is with a Blog.
There are many sites on the internet that allow for you to set up a Blog for free. They also make it very easy for beginners to set up their Blog allowing for them to choose their own url name and template.
On your Blog you can put a photo of yourself, allowing for potential customers to put a name with your face.
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