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Written by Administrator
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Monday, 31 January 2005 |
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Follow Up Now (FUN) -- I was recently watching a television program on
a personal consultant or motivator. This "coach" charges people a
ridiculous amount of money to help them become more successful.
He only takes people who make $80K/year or more and if you are not
doubling your salary within a year or two, he drops you from the
program. What does this have to do with generating mortgage leads?
The television reporter found a few of the people who had been dropped
from his program or dropped out themselves. One of these people
said that basically all the program had to do with is teaching people
the importance of persistence and following up with business
leads. Basically, anything that can make you money (a "lead" for
example) must be followed up on again and again and again until there
is absolutely no chance of converting (and then follow up again one
more time!).
We get mortgage brokers calling here all the time asking about where to
get good leads that close 25% or higher. I sometimes laugh at
that and then ask what they are expecting to pay for those leads.
When I hear $10-20/lead, I really get a good laugh. These brokers
are expecting somebody to hand them easy business and it just does not
work out that way. If leads really closed on the first call at
25%, they would probably cost $500 each at least. $500?
Yes, that is about right. If I am going to hand you something
that you can convert 1/4 of the time into $3000, I expect to be paid
well for it.
Ok, so bringing this all together now. One, persistence pays
off. Two, there is no such thing as a lead company who can
provide easy sales like 25%. Three, YOU have to do
something. The sale is not going to be handed to you so FUN might
just be your answer. Organize your leads in some way so you can
figure out who you have not called in a long time and where you left
off. Every day or every other day, pick out a lead or two and
give them a call or shoot them an email. Be nice with your
followups, don't be pushy. If they are out of the game, ask them
if they know anyone who might be interested in talking with you.
Be nice. I don't like salesmen and neither do most people so be
nice and act like you are trying to help and not just turn a buck on
their back. FUN today, FUN tomorrow, FUN the next day. If
you don't have it in you to follow up on what you first thought was a
bad lead, then get the heck out of the mortgage business.
This article was written by the team at LeadPortal.com.
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Last Updated ( Thursday, 31 March 2005 )
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