Did you know that the average consumer has a fear of being sold? Buyers are looking for a reason not to call you. But don't take it personally. Put yourself in the shoes of a homebuyer searching for a "dream house." You're paging though a real estate magazine you picked at the grocery store. Or perhaps you're searching online for homes during your lunch hour. Either way, you've got plenty of listings to go through. On top of that, buyers are swarmed with mortgage and financing offers and have so many options. Did you know that the average consumer receives 5,950 advertising promotions per week, according to a study in the Texas A&M University digital library?
If you were the buyer, what would be the thing that would make a loan officer stand out to you? In other words, you would search through the advertisements looking for reasons NOT to call that loan officer. So what does that mean?
You need to give buyers as many reasons as you can to contact you. Hopefully, they'll be enticed by one of those reasons and pick up the phone. Here are a few ideas to consider:
- Consider using your picture to help create a personal touch. If the borrower can see you, they are much more likely to call you.
- Use testimonials from happy clients in your marketing to break down the fear of the unknown.
- Offer a guarantee on your services such as closing costs, or out-of-pocket expenses.
- Label yourself as a a second opinion expert offering free mortgage advice for friends/family
- Offer a contribution toward a particular charity or organization from the loan proceeds.