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Will You Add? - Three Ways to Increase Mortgage Applications
Each year, there are many businesses that close their doors unnecessarily because they simply did not seek help soon enough. The statistics are startling and yet consistent in good times and bad: 7 out of 10 new businesses in the United States will fail within the first year of operation and generally only a 10% chance of surviving five years. Clearly, the margin for error is fairly small. Experience has
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
Evaluating your candidate is part of the investigative process in job hiring. The increased competition for jobs in today’s markets has resulted in constant pressure upon jobseekers – and as a result least 30% of them fabricate their resumes at any given time. As an employer, hiring a candidate that has provided false or misleading information about experience, skills and abilities can be a costly, inconven
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
Keep your business promises, no matter how small they may be.Sounds like the most basic of business principles, doesn't it? Why then do so few businesses keep their day to day promises? This is something I've always taken for granted in my business dealings, but my own recent experiences have highlighted how much of a real differentiator reliability can be to online and offline to businesses that e
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
We have all been amazed at the inserts in the Newspaper that arrive on Thursdays from all sorts of retailers, so many pretty and colorful ads. One can only think thank God for recycling and some tree had to give its life for this bizarre American Shopping Marketing Ritual. Indeed we all throw most of this in the trashcans.Some of us will carefully page thru certain ones for perhaps coupons on future
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
Silk signifies luxury; it has always been associated with crowned heads and riches throughout the different ages. Silk has an excellent idiosyncratic, beauty and elegance because of which it is considered as the queen of fabrics compared with other man-made natural fibers in the textile industry. It is the strongest and lightest natural fiber and it has great elasticity, resilience and warmth.Silk i
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’ve been in private practice for almost 10 years, now. I am living my dream; I do what I love to do, the hours I work are the hours I choose to work, and I can often take time off to play with my family or enjoy a friend, if I wish.But, as most self-employed people, I’m a hard boss, and as a female small business owner, I have much more to do than just ‘work’. As I type this, I am also making lasagn
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!
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