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1). Probe Before You Sell
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.
This is commonly referred to as “needs based selling.”
The most effective way to find out about your customers needs, is to ask probing, open-ended questions.
An open-ended question does not allow your customer to give you a “yes” or “no” answer, it makes them explain to you what their needs are, and why they would need a particular product.
2). Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing questions as well as open ended questions.
These types of questions are geared toward gathering information. They commit your customer to giving you anything but a yes or no answer.
For instance, an open-ended question would come across like this:
What.
3). Mortgage Leads for Refinancing
If you are a mortgage broker or loan officer on the market for mortgage leads, your best bet for a quick turn around time on a loan is with the refinance leads.
Not to say that you can’t have a quick urn around time with purchase leads, you can. But, as you well know, refinancing a persons home can be done in a relatively short amount of time.
Here is something to consider when shopping around for mortgage leads.
4). Mortgage Lead Companies, The Right One for Your Business
If you are a loan officer or mortgage broker on the market for mortgage leads, you will have a few different varieties to choose from.
For starters, your budget is the most important thing to consider. If you are on a limited budget, you will need to take a look at the lead companies that allow for low minimum deposits to get you started.
In the mortgage lead industry, a low minimum deposit is considered to be around $100.
5). Marketing Through Article Submission
If you are the owner of an internet business and you are looking for a way to market your products and services for free, than you may want to look into article submission.
The best part about article submission is, you don’t need to be a Steinbeck or Hemingway to write and submit articles.
Basically, all you need to do is describe the products and services you have to offer and put them in the form of an article, say four or five paragraphs.
6). Overcoming Voice Mail Challenges
If you are in the business of sales, than ultimately, cold calling is part of your weekly, if not daily routine.
Lets face it, cold calling just isn’t very exciting, and you need to make many cold calls in order to have success.
During my days working as a loan officer for a mortgage company, I would spend two and a half hours each night, Monday through Friday banging out my cold calls.
7). Needs-based Selling
I am sure you are familiar with the phrase, “I could sell ice cubes to an Eskimo.” First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.
You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling.
8). Keep the Referrals Coming
A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction.
When we receive a referral from someone, it seems like an easy way to get a sale, but keep in mind, referrals don’t come without first building relationships with your current customers, and within your business community.
9). Mortgage Leads, Close More Deals
If you are a loan officer or mortgage broker, either working with, or considering working with leads from a mortgage lead company. Here are a few tips on how to close more deals.
For starters, if you get an answering machine, leave a short, informative, detailed message about a rate and product that you believe they will be interested in.
The key here is to leave your customer hanging a little bit in order to tempt them into calling you back.
10). Marketing Material for Mortgage Brokers
If you are a mortgage broker or loan officer looking for a good source of marketing materials, here are a few simple things to consider.
I’m sure you are aware of the power that lies behind your business cards, but it bears repeating and here is a twist you can put on it.
Always give customers or potential customers two or three cards. One for them, and ask that they use the others to distribute to a friend or family member that may need your services.
11). A Perfect Marketing Strategy for Loan Officers
If you are a loan officer or mortgage broker looking to score some more customers the easy way, here are a few good ideas for a marketing strategy.
During the entire process of getting a loan ready for closing, you and your customer are met with more than one reason to celebrate other than at the closing table.
For example, before you can proceed with a loan, your customer must have an appraisal done on their home.
12). Mortgage Leads, Quality is to Be Considered
To get right to the point of the title of this article, if you are a loan officer or a mortgage broker and you are on the market for mortgage leads, quality is one thing to be considered.
By quality I mean fresh or what is better known as “real time.”
Fresh leads are delivered to you hot off the press and they are anywhere from a matter of seconds old to no more than twenty-four hours old.
13). 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
14). Mortgage Leads, Real Time Quality
If you are a loan officer or mortgage broker and you are considering purchasing leads, you may want to consider “real time” mortgage leads.
If you have been frustrated with mortgage lead companies in the past, it may have been because you were receiving recycled leads, or better put, “junk leads.”
Junk leads go round and round from lead company to lead company.
15). Mortgage Leads, Jump Start Your Activity
As loan officers and mortgage brokers there are many avenues to go down in order to obtain mortgage leads for potential loan customers.
Activity is the key to obtaining leads in any sales industry. Sitting idle will get you no where except hungry and out of a job.
For instance, if you have a one o’clock appointment with a customer, don’t spend your day waiting around to leave for the appointment, build appointments in and around the vicinity of your one o’clock appointment.
16). Buying Mortgage Leads, Three Things to Consider
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads.
After all, leads are the name of the game.
If the time is right for you, it is important to do you research, remember, you are testing the waters, not diving right in. Investigate as many lead companies as you can before you decide which one is right for you.
17). Get the Most Out of Your Current Customer
The customers you already have could be your biggest lead source, and you may not even realize it.
Think about it this way, every customer you have, most likely has brothers, sisters, parents, cousins, and friends, so why not tap into it.
Here are a few ideas to draw leads out of your current customers.
1. Whenever you come in contact with one of your customers, give them two of your business cards, and tell them directly that one is for them and the other is so they can refer someone to you.
18). Mortgage Leads, Good Return Policy
If you are a loan officer or mortgage broker on the market for mortgage leads, make sure the mortgage lead company you are considering has a good return policy.
Because you work hard for your money, a good return policy would consist of full refunds on leads where the contact information is inaccurate, the phone number is not in service, or the person has already closed on their loan.
19). Mortgage Leads, Get Your Prospects Attention
If you are a mortgage broker or loan officer and you are actively buying mortgage leads, or you are considering buying mortgage leads, here are a few tips on how to get your customers attention.
Most lead companies will sell their leads up to five times, so you can pretty much count on competition from other loan officers.
When calling your prospect for the first time, be sure you are armed with the knowledge of some products you believe would benefit your prospect based on the info you received on the lead.
20). Mortgage Leads, The Hotter the Better
If you are a loan officer or mortgage broker and you are considering purchasing leads, or you are disgusted with the leads you are currently receiving, you may want to consider looking into “real time” leads.
Real time leads are something to consider because they are hot leads. Meaning you will receive the lead within seconds of your prospect submitting their on-line form.
21). Mortgage Refinance Leads
If you are a loan officer or mortgage broker and you are on the market for refinance leads, you definitely want to buy them fresh or in “real time.”
Here are a few suggestions for deciding which mortgage lead company you would like to go with.
Like I mentioned in the above paragraph, you want your refinance leads to be fresh. It is pointless to buy a refinance lead that is weeks or months old.
22). Staying Afloat in Todays Mortgage Market
As the refinance boom is quickly coming to an end, if not so already in the mortgage industry. It is critical to keep working in order to keep those leads coming your way.
Here are a few ideas to keep your name, products, and services in front of potential customers.
For starters, revisit every refinance you have done over the last few years. Pull out the customers that you put into an interest only, arm, cosi, or similar product.
23). Three Ways to Get More Referrals
When you are in the business of sales, among the many key ingredients to your success is receiving referrals from as many sources as possible.
Wouldn’t it be nice if every morning you walked into your office and had a referral sitting there waiting for you on your desk?
Unfortunately it doesn’t work that way, but here are few suggestions that should help steer some referrals your way.
24). Mortgage Lead Companies, The Right One for You.
If you are a loan officer or mortgage broker on the market for mortgage leads, you will have a few different varieties to choose from.
For starters, your budget is the most important thing to consider. If you are on a limited budget, you will need to take a look at the lead companies that allow for low minimum deposits to get you started.
In the mortgage lead industry, a low minimum deposit is considered to be around $100.
25). Loan Officer Career Objectives
As loan officers it is very important to set career goals and objectives for yourself.
Although a very nice living can be made as a loan officer, you still want to put some goals and objectives out there to shoot for in order to prevent burn out.
First and foremost you need to eat, so weekly goals are just as important as long term goals.
When I worked as a loan officer, I did a lot of cold calling.
26). What Not To Do With Your Leads
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it’s what we do with them once we get them.
One of the most critical mistakes a sales person can make once they receive a lead, is not acting on it immediately.
I once worked with a guy who belonged to a networking group, the soul purpose of his joining this group was to receive leads.
27). Evaluating Your Customer
It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don’t want, don’t need, or can’t afford.
This is why it is so very important to take your customer in, sit them down, make them feel comfortable, and get to know them and what their needs are.
28). Exclusive Mortgage Leads on the Internet
For loan officers and mortgage brokers looking for exclusive mortgage leads, receiving them over the internet is the way to go these days.
By buying exclusive internet mortgage leads over the internet you will be receiving them on-line and in real time, or fresh.
This means you will be receiving your leads hot off the press. And, because they are exclusive, you will be eliminating your competition.
29). Internet Marketing for Loan Officers
If you are a loan officer or mortgage broker looking to keep your name, and your products and services in the face of the public, you may want to consider internet marketing.
You may be thinking to yourself that you are not savvy enough with a computer in order to market via the internet.
Well, these days you don’t have to be, thanks to blogs.
One of the best ways to market yourself and your products is with your own personal blog.
30). Picture Yourself A Winner
In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things that happen, so why do we spend so much time stressing over the bad things when we should be smiling about the good things.
One reason being, when something bad happens, such as being berated by a customer, it shakes us up a little bit, maybe our pride has been touched up a little.
31). The Clock is Ticking on Your Leads
Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow.
It is very important to act on your lead the very second you get it, not an hour later, or a few days later.
The second it is in one hand, the next hand should be dialing the phone.
Too often leads and referrals are taken for granted, sales people assume that because someone gave them a lead, that it is exclusive to only them.
32). Internet Mortgage Leads in Real Time
For loan officers and mortgage brokers on the market for internet mortgage leads, buying in real time is one method you definitely want to consider.
For starters, without the internet, it would be impossible to even buy your mortgage leads in real time.
Real time leads are mortgage leads that are delivered directly to your doorstep within seconds of the customer submitting their on-line application.
33). The Never Ending Sale
Once you have added a new customer to your book of business, plan on keeping that customer until you have all of their business, and the business of their family and friends.
This way you can ensure having their business forever.
When working as a branch manager a few years back, I was never satisfied with a customer portfolio until I had the complete wallet share of their business.
34). Sharpening Your Sales Skills
Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times.
Making a sale doesn’t happen by accident or by luck, the sale is made because the person doing the selling has done a good job of explaining and representing their products.
Here are a few activities that will help you and your co-workers keep your sales skills sharp at all times.
35). Lead Companies, 8 Features to Consider
So now the time has come to invest in Lead companies, but how do you know which one is the right one for you?
When I was a new loan officer, finding a lead company was not easy, I can remember logging onto Yahoo, typing in the key word “mortgage leads” and being bombarded with links leading me in the direction of lead companies all claiming to have.
36). Keeping Sales Simple
For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly, or quarterly goals. This pressure can sometimes cause us to lose focus on the simple things that made us successful to begin with.
When we make a sales presentation, it is all too essential to look and sound the part.
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