Effective Ways to Increase Your Monthly Closings
Use Emails to Attract New Clients
Baylor University’s Keller Center for Research carried out a study where 50 seasoned cold callers made a total of 6,264 cold calls over a period of two weeks. The results were not surprising. Just 19 appointments could be made out of 6,000+ calls, or one out of every 330 calls. That means the success rate was a miserable 0.3%
Emailing Advantages
With the proper research and the right message, an email can get too anyone. However, to get people to open and respond to your email it requires the proper training and a proven results driven strategy.
Another advantage is that when your loan officers send out unsolicited emails, they don’t need the people skills (and the fake upbeat attitude) that a phone call demands. With emailing, your people skills can be less than average. With the proper email software, your ability to increase your messages reach rises which may boost your closed loans volume.
Respond to Emails
When a client or prospect emails you don’t respond hours or days later. Simply acknowledge the email in 30 seconds or less with an auto-reply message. This is very useful when in meetings or during busy periods. Just let them quickly know that you will respond within a certain time period.
Specific words can make your sales message more powerful
Here’s an example, which is more likely to make loan you finish the loan?
“This is a good loan since rates are going up.”
“This is a great loan because you are getting record low rates and you will save “x” amount of dollars per month” The different tone words can convey can definitely change the way you come across. Obviously, the second message comes across as sincere to their needs.
Instead of asking to them to “try something”, say “What I’d do is…” Example. What I would do is refinance my home to a 30-year fixed rate because rates are low and your intention is to live there for more than 10 years.”
Instead of using the word “but” which is an objection, use the word “and”. The word “and” indicates there are additional benefits. Example. As a homeowner, you’re more in control “and” you’re building financial wealth.
Dedicate a time slot to do prospecting
A lot of mortgage originators find themselves putting too much time into closely overseeing their loan and have no time left over for prospecting. You have to schedule an effective time slot or it will not happen and you’ll wonder where the next sale will come from once your current sales are completed.
Many successful have a formula that works best for them such as ever Monday or Tuesday just prospecting for two hours or calling and contacting a specific number of people.
They constantly build relationships.
Successful mortgage consultants understand relationships are the pillar of sales. The best loan officers are continuously making new relationships and monitoring partnerships that may prove to be mutually beneficial. By targeting new people, it will certainly grow your network, generating more possible customer referrals as well as lowering your cost to acquire customers.
Take Advantage of Social Media
A lot more real estate agents and loan officers have social media profiles on LinkedIn and Twitter in order to build relationships and get their message out. With the right people in your network or groups, including Facebook marketing, this will surely help you close more deals.
Think from the customer’s point of view
The great sales agents realize that to sell your service, the ultimate goal is not only your paycheck. If you want to be truly successful, you will want to be known as someone who truly wants to help their client get their needs satisfied one hundred percent. Educate them when necessary so they understand the process.
You are essentially advocating for their needs whether it is a break on the rate or lower fees. The customer sees this as them winning which is your ultimate goal as it will lead to referrals. The customer is now a salesman for your services and you’ll end up with a client and partner.
Instead of asking, “How can I sell this to John or Debbie?” ask, “How can I help you?”
Wake Up Early
In a recent Salesforce survey, they discovered that the best salespeople are the ones who wake up early: 76% of them are wake and up before 7 a.m. and 35% are up before 6 a.m.