Three Ways to Increase Mortgage Applications
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first thing you
need before you can get anywhere, is an application.
I spent years working in the mortgage industry, and my goal was
to close one loan per week.
Monday through Friday I would find myself a spot in the back of
the office where I could pound out my phone calls from 5:30pm
until 8pm every night. My daily goal was to take at least three
applications per evening, resulting in fifteen applications per
week.
This is how I obtained my applications.
1. I was always prepared. Every thing that I could possibly need
was at my desk. If a customer had a question about monthly
payments, my mortgage calculator was right there. If a customer
had a question about a particular loan program, I had my
literature right there. When a customer commented on their needs
and situation, my stationary was right there to take notes.
It is very important to have all of your resources at your
finger tips, otherwise you will be fumbling around looking for
things, or putting your customer on hold, while you find what it
is you need.
2. Take the edge off
When you are speaking with a potential customer, the
conversation doesn’t have to be 100% business all of the time.
You can take the edge off by finding something in common with
your customer. If you hear a dog barking or a baby crying, make
a comment about it. People love to talk about their pets and
baby’s. This will relax your customer, making it easier for you
to get the appropriate information from them to complete your
application.
3. Overcome objections
During the application process you will be hit with many
objections. This is perfectly natural, most people don’t jump at
the chance to fill out applications for mortgages and refi’s.
Here are some of the more common objections;
A) I have to speak with my spouse.
A good response to this would be; Is your spouse available to go
over it with me right now? I would be more than happy to discuss
it with him/her.
Another objection . . .
B) I have to think about it.
A good response to this would be;
Is there something that I didn’t explain clearly enough? Or, is
there anything you would like me to go over with you again.
The above objections are probably the most common you will come
across. If the responses I recommended don’t get your customer
talking again, than politely thank them and ask their permission
to send them some literature.
4. Purchasing Leads
I often found purchasing leads from a reliable lead source to be
beneficial when it came to taking applications. The reason is
obvious, these people are making it very clear that they want
somebody to call them so they can apply for a mortgage, and most
likely they are waiting by the phone. So its worth a shot.
These are only a few of the activities I practiced during my
time as a loan officer, and it was rare that I didn’t meet my
weekly goal of fifteen applications per week.
I’m sure if you practice these same activities you will
experience the same success that I did! Good luck! This
article may be reproduced by anyone at any time, as long as the
authors name and reference links are kept in tact and active.
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