The Mortgage Telemarketing Leads Process

Posted on | October 15, 2010 | No Comments

I have been in the telemarketing business for many years and I have found that even if you are not trying to sell anything you still need to follow the general phone sale protocol. Mortgage telemarketing leads should be just a phone call away.

I would first find an area that is showing lots of foreclosures or an area where homes are not selling very quickly and just start cold calling down the phone book list. To have the most success you will need to call and establish a relationship with whoever answers the phone, find out if they make the financial decisions in the household. Try to establish if it is them or someone else you need to be speaking to. If it is the spouse you need to speak with, find out how to get in touch with them and the best time of the day to contact them.

Mortgage telemarketing leads should be no different than a sales call. You call establish a need in the client and let them know how your company can fill that need. You will need to get past the gatekeeper and get to the decision maker. You never want to call up and say things such as we are contacting people in your area, or we have chosen 500 people for this offer. You always want to make the person on the other end feel like they are special and that this is just for them. You need to capture their attention in the first thirty seconds. Your introduction line should not only get their attention it must also hold it. People like to feel unique they do not want to be part of a random group. Establish common ground with them, start a conversation, ask about kids or pets tell them about yours. Ask about professions compare it to yours or that of someone you know. Let them know why you are calling and how it will benefit them. You want to end your conversation with at least the o.k. to call back and speak with them again.

Always remember that you control the conversation. Lead them where you want them to go. Establish a goal before each dial, you do not have to look for total commitment just the o.k. to call and speak with their spouse at a different time.

No related posts.

Related posts brought to you by Yet Another Related Posts Plugin.

Comments