Before You Buy Refinance Leads!If you want to generate refinance leads on your own (which I recommend in addition to buying refi leads), then stay tuned as I have a refinance marketing and lead generation article coming shortly. Otherwise here are some quality tips on buying and following up on refinance leads... In this economy, there may not be a lot of people buying homes, but there are certainly a lot of homeowners looking to take advantage of low interest rates by refinancing. This is a great opportunity for mortgage brokers to take advantage of refinance leads. Do Your Research Buying refinance leads is a good way to acquire more clients. However, not all leads are worth the price you pay to obtain them. Poor quality leads can actually cost you money in the long run if you invest a great deal of time and effort into following up on these leads and are not able to convert many of the leads. These types of leads typically come from sources where the individual is not legitimately interested in refinancing. In most cases, the contact information was not obtained from a source where the individual showed a legitimate interest in refinancing. In determining the quality of a lead generator, look to past performance as an indicator of future success. Seek out reviews and recommendations from other mortgage brokers to determine which companies offer high quality refinance leads. Take Your Refinance Leads for a Test Drive You wouldn't buy a car without a test drive and you wouldn't buy a home without having a building inspector examine it first. So why should you continue to buy leads from a lead generator who is not providing you with quality leads. For this reason, you should never purchase a second set of refi leads from a lead generator before you have had the opportunity to experiment with the first set of leads and determine your conversion rate. As we said before, past performance is the best indicator of future performance. You can feel confident purchasing additional leads from a lead generator who provided you with a number of high quality leads in the past. Prepare Your Sales Team Make sure you get your sales team properly trained and well equipped before you purchase more leads. This is important because, assuming you are purchasing qualified, exclusive leads, your sales team is a critical component for converting them to clients. It is not enough for them to be knowledgeable, they also must be persuasive. Educate your sales team well so they can answer questions knowledgeably. Also, teach them to be persuasive and to gauge reactions to determine when to push hard or when to back off and offer to follow-up at a later date. Finally, make sure your sales team has quality equipment. This may sound inconsequential but it is actually quite important. Products such as high quality, noise canceling headphones will not only make your salespeople seem more professional but will prevent contacts from being frustrated by background nose that makes it difficult to hear. High speed computers will also help them to access and process information more quickly. This is important because people because you want potential clients to know their time is important to you. Related Articles: |