Convert More of Your Refinance Mortgage Leads
Given the high cost of qualified refinance mortgage leads, it is important that mortgage agents make the most of each lead with which they are provided. Refinancing loans differ from other types of loans in a number of key ways, which means that your approach should be different from that used when selling first mortgages. Whether you are new to this type of financial transaction, or you just feel that your approach could use a tune up, there are a few best practices to follow when contacting a refi mortgage lead for the first time.
Whenever possible, open your communication with a phone call. Phone calls offer a few advantages over introductory emails. One, the agent who sends them knows that they will not be relegated to a Spam folder without being seen. With a phone call or a voice mail message, you are much more likely to get your message through. Secondly, phone calls add a more personal touch to your outreach. Just hearing the voice of the agent will make the contact much more likely to respond.
Do send an email after leaving a message. In your email, refer to the message you left and mention that you are sending more information for them to consider, which can be discussed when you connect. Keep this email as informational as possible, giving them some details on rates for which they may qualify. Even if you are using a template for your email follow ups, try to keep them as natural sounding as possible, while still remaining professional. Of course, all emails you send should be free of errors in grammar and spelling.
Do not wait too long to place your follow up call. If you are calling the next day, it is generally not a good idea to leave a second message, as you do not want to be perceived as pushy. If there is no response to your second call, wait a few more days and leave a second message. In this message, do refer to your past communication attempts and include your contact information once again. When third messages go unanswered, it is typically time to move on to another contact.
By sticking to a strict follow up schedule when contacting new refinance mortgage leads, you can ensure that each prospective client gets the same high level of service and no one is overlooked.
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