5 tips for better mortgage refinancing leads
If you read my earlier post about mortgage refinancing , you know that I always put the customer first, and by doing that, I make sure that the customer will get me referral leads.
But how do we get a first-time customer, and not one referred to us by one of our previous customers?
I will not get into what I call unethical methods of “luring” customers. I do not condone my business this way, nor I do promote this at my seminars. It might payoff in the short run, but in the long run you will lose customers, credibility, money.
- Make sure a potential customer feels that he has your undivided attention
- Make sure you understand exactly why your potential customer is in your office
After seeing dozens and dozens of cases, you might tend to believe that you have saw all there is to know about mortgage refinancing, and might tend to interrupt your client - never do that. Sure, help him/her when you need to, but let the customer explain his situation fully before you start advising him.
- Find the right solution for your customer, and not the best solution for YOU.
We are all humans and we are all tempted sometimes. You might get a higher commission by recommending a different plan, but if you know that that won’t be the best route for your customer, simply don’t recommend it.
- Avoid confusions, and avoid technicalities
Use simple words to explain what your customer has to do and what benefits the suggested plan has.The clearer your explanation are, the better chances you have.Remember, this is all about money, and people are more likely to ask for a second opinion (yes, they will ask your competitor too) if they do not understand fully what you are trying to sell them. Use their body language this time, and make sure they *really* understand every bit of information, they could lie to avoid embarrassment (wouldn’t you?)
- Make yourself available for the customer in the future.
A brief meeting could fill them too much information, and they could need more time to process it. Make sure they get your card at the end of the meeting and they understand that, should they have any further questions, you will gladly help them.If your phone gets too busy at times, recommend your client to send you an email.
Ever left a restaurant because the waiter acts like you are invisible? The same effect you might have on a potential customer. When in a meeting, put your calls on hold, stop everything you usually do “on the side”, like responding to emails.Tell your potential customer that, although you have a very busy schedule, the next 30 minute, or the next hour, he has your undivided attention. Make sure your body language does not say anything you don’t want it to say.
Do you have other great insight information to share? Leave a comment.
Did you enjoy this post? Why not leave a comment below and continue the conversation, or subscribe to my feed and get articles like this delivered automatically to your feed reader.
Comments
No comments yet.
Leave a comment