Tips For First-Time New Purchase Lead Buyers

Working new purchase leads is a pretty safe bet. Even when the market is down, there are always people looking to buy homes. And depending on what segment of the market you're working, you can find some very motivated prospects. But any experienced broker can tell you that no sale is guaranteed.

If you're working new purchase leads for the first time, here are a few pointers to help you get the kind of results you're looking for.

Be Careful With The Hard Sell

A lot of people jumped into homeownership in the last few years. And a lot of them borrowed more than they could. Now the party's over, and borrowers are wary of brokers trying to talk them into taking on more than they can reasonably handle.

Yes, everyone wants a nice home. But no one wants to get bitten with a huge jump in payments when their rates reset. When you're working new purchase leads, make a point of telling them what their choices are - and what those choices may mean a few years down the road. If your prospects think you're trying to railroad them into a bad decision so you can pocket a hefty commission, you won't get very far into your pitch.

Remember, people in the market for a new purchase are looking for a trusted financial advisor to turn to - not someone who's just out to make a buck.

Not sure how to start the conversation? Check out our call scripts for some ideas.

Measure, Measure, Measure

One of the most important - and most neglected - aspects of any marketing program is to watch the numbers. It's too easy to throw some money around, cross your fingers, and hope for more leads. But that's not how effective marketing works.

To maximize your return on investment. You need to keep an eye on your leads, your lead sources, and your close ratio. When you use our lead management system - included free with every ProspectZone account - you can sort and track leads as they come in. You can see which sources are making you money, and which ones are burning a hole in your budget. You can see who's closing, who's likely to close, and who's wasting your time.

Want to learn more about how ProspectZone can breathe life into your sales? Talk to our Lead Specialists.

Get more ideas for New Purchase Lead Tips, and don't miss free marketing resources in our Mortgage Lead Resources.

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