Written By: Karen Deis
I've got news for you! Just sending out a free report and expecting someone to do business with you right away - just ain't gonna happen!
Just for the record, a free report is NOT a miracle marketing solution...it's another marketing method...a way to get your foot in the door to start a conversation and build trust so that when people are ready to buy or refinance, you are one of the people they consider calling.
When I was in the mortgage business, I had a database of over 800 people who not only called for a free report, but I was able to find out where they were in the loan buying or refinance process and create an individual marketing plan for each one of them.
Every week, 4 or 5 people in this database pool would apply for their mortgage. Hey, with 800 contacts in the pipeline, someone will need a mortgage. Sure, it takes time and effort to "work" the database. So, I would like to share with you the scripts and the follow up on exactly what I did to convert these tire kickers into closed loans.
One of the mistakes most loan officers make is that the free report is sent out WITHOUT a phone call prior to sending it out. I never (and I mean never) sent out a free report unless I verified that it was REALLY a lead. The mantra was that if someone called for a free report, and we could not contact them by telephone to confirm that they were a real live person interested in getting a mortgage - they did not get a free report. Period. Why spend your money, printing costs and time if you can never get a hold of them.
Here's a script that I have perfected over the last 10 years that was extremely successful in getting a dialogue started and ultimately doing business with me.
(Subscribers, continue reading to listen to a phone call on how to set up a game plan with prospects.)
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