|
|
| Sales Training Information |
|
|
Mortgage Leads Are Like a Box of Chocolates
Mortgage leads are like a box of chocolates, you never know what you are going to get. That is why it is so important to do your research before you invest. When shopping around for a lead company, you want to ask yourself six easy questions about the leads you are going to invest in. WHO, WHAT, WHERE, WHEN, HOW, and WHY. Who is the person trying to obtain the mortgage? Are they serious about their purchase, or are they looking to buy six to eight months down the road once their lease is up, and they save some money? Look for lead companies that weed out these types of leads, and will send you only potential customers looking to purchase within thirty to forty-five days. What exactly is it that they are looking for? Are they looking to purchase, refinance, obtain a construction loan, or purchase land? Make sure the lead companies have parameters on their applications to make sure the potential customer can be specific about what they want. For instance, if a customer wants to refinance their home to purchase a new roof, because their existing roof has caved in, chances are, the appraisal won't come in. We all have compassion, but this is not a good situation for a loan officer spending their hard earned money. Where are the leads coming from? If a lead company is buying their leads from other companies, then these leads are considered old or recycled. They will however be very cheap, but remember, quantity is not always as good as quality. When is your customer looking to purchase? If they are looking to purchase thirty to forty-five days from now, great! If not, then you might be waiting a long time for your ROI. How many other loan officers have contacted your customer? Most lead companies sell their leads up to four times if they are being sold non exclusively. Make sure you find out the amount of times your lead company sells their leads to loan officers, and if they recycle them to other lead companies. Why is this person applying for a loan? When you receive a lead from a lead company, there should always be a comment section where the potential customer can state the purpose for the loan and ultimately describe their needs. This way you can do a little research to discuss the programs you can offer that would be suited to their needs. It is important to do as much research as you can about mortgage lead companies before you start investing your hard earned money. Visit their web sites, and check out their return policy. Call and speak with a representative, and ask if they will allow for a free trial. When you are ready to commit to making an investment, do it with a lead company you are comfortable with that has a reasonable minimum deposit to start with. The more research you do, the better return on investment you will receive. Good luck with your leads! Jay Conners is a former loan officer with more than fifteen years of experience in the mortgage business. You can learn more about the mortgage lead industry and how he became involved in it by visiting his site at http://www.jconners.com a mortgage resource center. He also owns http://www.callprospect.com a mortgage lead company.
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching How To Stop Chasing Prospects Forever! Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. Humanize the Sales Process Q & A Say What?!? Sales is a Profession? What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful "How to" concepts defined and implemented within the sales profession? These "How to" concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we're doomed to non-professional status. Let me explain. Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. Sales Trap - We Love to Talk, But Need to Listen My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. The Pipeline: Curious, Desperate, Inspired? You do have a "Pipeline" don't you? You know, the directional map of how you are going to encourage complete strangers to part with their money to buy what you are selling! Positioning for Profits! Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool. Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. See my article, The Processionary Caterpillar Syndrome Costs You Sales? Closing The Sale Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed that a number of them mentioned "Closing the sale" as yourbiggest challenge. How To Write A Killer Sales Letter I sit down and look at my notebook. Then, I put myself into the 'zone'. 5 Powerful Tips To Persuasion! Having excellent persuasion skills is one of the most important abilities to possess in today's fast-paced world. We all need the support and cooperation of others in helping us reach our own personal goals. The saying that "no man is an Island" is an undeniable truth. Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. The Multiplying Factor In Sales Success Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales manager and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a couple of people in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My recommendation was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client. Sales Techniques to Help the Customer to Buy Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent: ask questions, be persistent and appeal to emotions. Sales Skills for the Non Sales Professional Have you ever wondered how in the heck you are going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!! Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'. Closing The Sale So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still did not end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to have a hard time turning those leads into paying clients. Perhaps you are approaching the situation from the wrong perspective. Maybe you are focusing too much on the sale and not enough on the potential for a RELATIONSHIP with this person. You Dont Need Health Insurance! Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
