No matter how long you’ve been in the business, your most valuable tools are your sales techniques. Let’s take a look at some helpful approaches that could help you fine-tune your approach and ultimately increase your business.
You’ve heard the age-old saying, “If it ain’t broke, don’t fix it.” This saying couldn’t be more perfect when it comes to broadcast and print advertisements. These approaches are old, but when it comes to generating business, they still exist because they work. Print and broadcast have the ability, when done right, to introduce you and your services in a memorable way. When using these approaches, you’ll want to focus on what sets you apart from other mortgage lenders.
Partner Up
Advertising can be expensive and very time consuming; however, you don’t have to take on this responsibility solely. Find someone that you work well with and trust to split the process with you. Estate agents are excellent opportunities for partnerships because you have the same prospects at different levels of needs. You can bounce creative ideas off each other and produce copy that helps bring in clients ideal for you both. Partnerships also show your potential customers that you have an established network of experienced professionals ready to work for them and create a worry-free experience.
Define Your Best Sales Approach
Not every loan officer conducts business the same way. Each person must determine the sales approach that best works for them and capitalize on their strengths and comfort zones. If you know you provide great services, perhaps you offer fees and rights slightly above what other lenders are offering. If you are quick to keep up with negotiations, then you can effectively exchange lower interest rates for additional up-front costs. Consider all your options and then come to the table with several plans to see which one is right for you.
Refinancing Opportunities
When interest rates begin to drop, there’s no better time to sort through your list of people with current mortgages. You can create an opportunity to reach out to them about refinancing. Staying abreast of the current trends and news in your industry allows you to relate your services to your clients. Not only could you open up new business, but your clients will appreciate the insight and value you as a professional resource.
Venture Online
It’s no secret that online advertising & social media is more important than ever. Not only does it provide a less expensive alternative to other marketing mediums, but also it allows you to reach a large amount of people, quickly. These campaigns must be carried out correctly, or else you run the risk of annoying your potential customers. For example, you can use emails to alert your potential customers of industry news or a current promotion you are running. However, an email everyday will lead customers to unsubscribe from not only your email list, but your business as well. All online efforts must be done with the customer in mind. If the information you are providing is not of value or relevant, it’s not worth sending out, period.
Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.
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