Unless you purchase an exclusive mortgage leads listing from a mortgage company that supplies leads then be prepared for receiving a few leftover leads. Most of the there are lead companies who recycling their listings. This means that the list that you get was probably given to one or more mortgage brokers before you.
One may think that this is a bad thing, but it is really? The answer is not necessarily, especially if you keep your focus on the goal to have a high closure rating. Sometimes to make this happen, one has to adopt a “by any means necessary” policy in order to achieve one’s goal.
These days the measure of a successful mortgage broker is one who can close up to 12 percent in any given month and even if a broker only sells seven percent, that figure is still considered as a successful closing rate.
Even though the leads list isn’t a unique one, you can still save a sale if they wanted to. As with all free-for-all leads lists, don’t be too surprised if some of the people that you have contacted are giving you the brush off. Given the type of non-exclusive leads listing that you have purchase, it is highly likely that they may have either lost interest or may be dealing with another broker.
How you handle these phone calls to these clients could either make or break your business and your paycheck by extension. And while you would not want to step on the next broker’s toes, you may want to at least pitch a deal to the lead before closing the conversation, whether you choose to communicate to them via telephone, email or snail mail.
By leaving them with a deal that they cannot refuse, you are giving them options besides the ones that they are already being offered from another broker. Don’t be pushy or come across too eager to close the sale either. Keep a simple yet professional way about you that your lead would find likeable and eventually want to do business with you. Remember that the lead client is trying to find broker that they can work with and one who would deliver excellent service at an affordable price.