Thursday, January 29, 2009

Learning the Real Thing about Mortgage Internet Leads

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When the Internet was first introduced, everything was poised to change. It became the great equalizer and the great bridge; no longer are there barriers like distances and even languages when it comes to the Internet. As a result of this, businesses are now porting their trade over to the Internet, in the hopes of gaining more and more customers all over the world.

Mortgage providers are not an exception. Mortgage lenders are now modifying their marketing strategies to accommodate the influx of Internet-based leads. These leads are simply people who are searching for good mortgage loan deals by using the Internet tools that are available to them.

Mortgage internet leads are theoretically superior to other kinds of leads. This is because they have the necessary interest to make it easy to close a deal. Moreover, they are easy to contact. Lead contact information is readily available to people offering newsletters on these leads’ subjects of interest.

However, theory is not always similar to practice. There are a lot of reasons why most marketers, especially lenders, fail to close a deal or turn leads into customers, or why Internet leads should not be relied upon. In fact, a lot of money has been spent on Internet lead generation and acquisition by many online-based lenders, but so little returns have been made. Internet leads, though promising, have their own set of disadvantages as well.

Disadvantages of Internet Leads

Here are just some of the disadvantages in using Internet leads for your business:

Not all leads are qualified to get a loan. One disadvantage on using Internet leads is that not all leads are qualified to be extended a loan. There are some rotten apples mixed with the fresh ones, so they say. Out of a certain number of people who searched for Internet loans, some of them are people who are looking for loans that are extended to people with bad credit. These are good if you are offering loans for people that have very low credit score. If you don’t, these unqualified leads are simply a waste of your time and money.

Internet leads can be recycled. There are some companies that sell so-called qualified leads. Although they are interested, you have no idea of finding out if these leads that you have bought are not “recycled.” When a lead is recycled, it means that such a lead has been contacted already by the person who sold them to you. It is akin to being introduced to a girl and courting her without knowing that that girl is already committed.

There are people playing pranks on the Internet. We all know that there are a lot of people who frequent the Internet. These people may have stumbled across one site offering a freebie in exchange for signing to up a loan newsletter, which, in theory, makes them qualified leads. However, this doesn’t make them interested in getting a loan; they may just be interested in information regarding loans or they’re just signing up for the heck of it.

The proliferation of paid-to-sign-up programs in the Internet is also a factor and adds risks in using Internet leads. Members of these sites just sign up discriminately to earn money and may not actually be interested in the program.

The Best Advice about Internet Leads

The truth is that one should exercise care when using Internet leads since these leads are niche markets on their own. As mentioned, some companies and even loan officers like you make a living out of selling out leads. You shouldn’t invest too much money on Internet, but in case you do, make sure to find out how the leads are obtained. Leads who come from paid-to-sign-up programs or from sites that offer something in return for signing up are generally unreliable.

In fact, it is best to generate your own leads. You can avail of pay-per-click marketing that most search engines offer and through forums and social networking websites.

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Friday, January 2, 2009

How to Communicate with Your Debt Leads through a Phone Call

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There are different ways on how you can communicate with your leads. You can send them an e-mail or a fax or give them a call. Between the two, you will likely get immediate results with a phone call. That’s why when it comes to tracking and even marketing, sales agents are encouraged to dial the customers’ mobile or home phone number once they get the leads.

But it’s never going to be easy. First, rejection is a lot harsher through a cold call. Leads would definitely not mind about banging the phone or hanging it up. Others will often hurl invectives against sales agents. Second, since potential clients and sales agents are not face to face, it will be very difficult for the former to determine the sincerity of the latter. Doubt is at an all-time high through the cold call method.

However, if you can just come up with a good call script, you will definitely increase your chances of not only being heard, but also of closing a sale. Most companies have a sales script in place. This guides their sales agents on what to say, so they don’t end up stammering or giving out wrongful or misleading information to their leads. Yet, just in case you don’t have one, you can follow the guidelines below:

1. Mention your name and your company clearly. One of the reasons why leads may be scared in talking longer on the phone with a sales agent is because they aren’t really sure of the person they are dealing with. Once someone picks up the phone, make it a habit to introduce yourself properly. You can simply mention your first name as it’s very easy to remember. Most of all, add the company that you’re working for. It becomes a lot easier for them to understand the reason for your call.

2. Tell them where you got their name. You can’t expect all your leads to be keeping tabs of products that interest them. A lot of them may be easy with other things within the span of 48 hours that they will definitely forget signing a registration form or an opt-in list. Telling them where you obtained their information will somehow ease their doubts against your company or even against you. They will also be more positive and open in their approach all throughout the conversation.

3. Let them know that that working with you can be a good decision. Once you get a positive response from your leads, inform them immediately of why it’s a good idea to deal with them. You may have a new debt management product to offer. You can also talk about how you have higher success rates than your competitors and that you are the best persons to manage their finances.

4. Listen to their response. Once you have already made your sales pitch or tried to set up an appointment with them, the ball is then given to your leads. Normally, he has three decisions to choose from. He can say yes immediately, reconsider other options, or completely say no to what you’re offering. Not all of them can be very vocal of saying yes or no, so you should be very attentive. Your next actions will be dependent on how they respond to your proposition.

5. Respond accordingly. If your leads say yes, then set up the most opportune date for an appointment or your next call. If he asks for more time, give him what he wants but make sure that you can determine the most ideal time to contact him again. If he says no, inform him that you clearly understand his sentiments but would still like to keep his name at a database for future product offers.

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