Lead Tip #10:

Got Phone Skills?

Internet leads are not for the phone shy. The majority of online prospects still want to talk to a real person before they choose a loan package.

L.O.s who have the greatest success working internet leads have 2 things:

• A good understanding of the products they sell
• Good phone skills

If you’re new to originating loans, spend some time learning the ins and outs of your products before you make a big investment in an internet marketing campaign.

Not only will you sound more professional on the phone by easily answering your prospect’s questions, you’ll have a better chance closing them by telling them WHY you’re recommending a product.

Think your phone skills need some work? Here are some quick tips:

• Loans aren’t interesting - so you need to be. You’ll have to breathe life into your pitch by showing some personality. Walking around the room as you talk can help add energy to your voice.
• Listen to your prospect. Show interest in their situation - it’s certainly important to them. Your questions show you want to get them the best loan — not the one that cuts the biggest check.
• Why are you the L.O. they should work with? OK, it’s still about THEM, not YOU, but you do need to give prospects a good reason to work with you instead of the other L.O.s who may be calling. Are you local? Can you find them the loan that will give them lower rates or fees?
• Don’t wait for them to tell you they’re ready to buy. Whether they’re aware of it or not, most people are waiting for you to suggest the next move. Ask them for the sale.

Need Some Practice?

Ask your lead company if they sell aged leads. These leads are sold at a discount because some time has passed since they were first generated. Because they come at a lower cost, they’re a great practice tool for you as you develop your phone skills.

Remember, aged leads might come at a discount because they’re older, but they should be generated using the same methods as the company’s real-time leads, and never sold to more than 5 L.O.s total.

Jeremiah Desmarais, Vice President, Marketing - ProspectZone. ProspectZone is a leading provider of internet leads to the mortgage and insurance industries, and the creators of Smart LeadsTM. Reach him at jdesmarais@prospectzone.com or 1-800-980-0902.

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