Ready to Close More Mortgage Loans in 2019? Tips and Tricks From the Pros

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January 17, 2019 | By RGR Marketing Blog

The Mortgage Sales Cycle and How to Win at Every Step Toward Closing

There may have been a time in the distant past when the mortgage professional’s job didn’t lean as heavily on sales acumen as it has to these days. If you’re in the business of waiting for desperate borrowers to come to you and have enough of that low percentage business to keep you busy and in the black, then more power to you.

Many people, however, are looking to find, close, and reap the rewards of doing business with a more lucrative clientele – the kind that has multiple options when it comes to landing a mortgage on desirable terms. If you wish to know how to find, land, and convert those prospects, then this examination of the sales cycle, complete with tips on how to handle prospects at each stage, will be of some value to you. Read on to learn more now.

Well-Qualified Mortgage Leads and Where to Find Them

It is an oft-repeated axiom that a salesperson is only as good as the mortgage leads they have to work with. And, if you have an award-winning marketing team consistently filling your funnel with well-qualified native mortgage leads, then you can attest to how much easier it is to close prospects when they are well-qualified and relatively exclusive to your business.

If, on the other hand, you are not in possession of a large and well-oiled marketing machine, then you must strive to get the best (and most exclusive as possible) leads any way you can. For many successful mortgage professionals, that means buying well-qualified leads from a reputable mortgage lead generator, one that isn’t selling the same leads they are selling you to every other broker in your market.

Staying on the Ball, Winning Trust, and Being Persistent (Without Being a Pest)

So you have the well-qualified mortgage leads, but now what do you do with them to get them to close? This is the part where many “experts” will try to sell you their particular brand of tricks and tips. Unfortunately, as any great salesperson can tell you, getting consistent closes has a lot less to do with tricks and tips than it has to do with being consistent in communication, persistent to a point, and winning trust through always offering value via forthrightness, excellent information, and honesty.

That’s the big secret to selling – really, there is no secret. You just show up, and you show up often, offering value every time. You are honest and build trust throughout the multiple touches that any sale requires. It’s hard work, but that’s the good news. Anyone can do hard work, it just takes consistent effort. Tricks do not.

But, if you really need a tip here’s one: remember to ask for the sale. Don’t be shy. You’re there for a reason, and the prospect is too. Just be direct (but only when the timing is right).

For Mortgage Brokers, the Sales Work Continues After the Sale

Also, remember, the sales process doesn’t end with the close. Every prospect that becomes a customer represents the opportunity for a great many more sales. This is another reason why providing excellent value-added service throughout the process (in lieu of tricks) is so important.

You’re trying to turn your mortgage prospect into a customer first, but then a referral-generating brand evangelist for your business second. And the only way to do that is to get the service aspect of the process right all the way through, beyond the close.

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The Mortgage Sales Cycle and How to Win at Every Step Toward Closing

Well-Qualified Mortgage Leads and Where to Find Them

Staying on the Ball, Winning Trust, and Being Persistent (Without Being a Pest)

For Mortgage Brokers, the Sales Work Continues After the Sale

Start making more
money today!

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The Mortgage Sales Cycle and How to Win at Every Step Toward Closing

Well-Qualified Mortgage Leads and Where to Find Them

Staying on the Ball, Winning Trust, and Being Persistent (Without Being a Pest)

For Mortgage Brokers, the Sales Work Continues After the Sale

Start making more money today!

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