Lead lists, all sales people have used them in some form or another. Are they worth their weight in gold? My company uses all sorts of ways to market to clients to include telemarketing. Lets face it, this is really not the way that ANYONE wants to prospect for business, but when the phone isn't ringing, we are forced to make others ring instead to generate the need. Make makes a good lead? How do we use these leads to generate a quality sale?
No matter what you are selling, you want to make the offer appear to be something that client wants rather something that is being "sold" to them. Hence, consumers want to buy not be sold. Many mortgage companies offer ways to save money by wrapping up debt within their mortgage to save the borrower on their total out go every month, creating wealth. This is exciting to most people because everyone likes to save money right? Purchasing Internet leads, and/or triggers from credit bureaus are all what you make them, you have to have an exciting offer to make the customer want to hear more. If you work from home, dress up in your Sunday best when cold calling, because you feel better when you look good, you will come over that way on the phone. People can tell when you are in a bad mood, you must SMILE AND DIAL! The fact of the matter is, leads are what you make them. There are no such thing as a good lead, its all on the impression that you make to your potential client, and you better make a good first impression. I find it best to be personable with a client. Find out if they have children, if so, ask about them! People like to talk about themselves, and when they feel like they told you their life story, they feel as if they know you (even if they don't know anything about you per se) and when a person feels more comfortable with you, they begin to trust you...and TRUST is a very important ingredient in sales! Additionally, knowledge is KEY. When you know what you are talking about, you become more confident when asked a question, people know when you sound unsure. Have you ever asked someone a question and they seemed so confident in their answer that you believed them to later find out they were wrong? I am not suggesting to lie to clients, but to sounding confident by knowing the answer will make your clients believe you.
On a very important side note...
Well, its important that when reviewing an application that the cost of a loan doesn't supersede the benefit of the loan. For example, paying $10k in closing cost to get $10k cash-out and their monthly mortgage payment goes up $100/month is not a good loan for the consumer in this case. This is known as predatory lending, and refinancing borrowers such as this have been under-fire (as well they should be) with state governments and companies that prey on innocent borrowers are looking to get fined and/or shut down. Consumers know when they feel as if they were taken advantage of, other than the initial sale, you won't gain anything other than that (to include referrals or repeat business.)
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