As loan officers and mortgage brokers there are many avenues to go down in order to obtain mortgage leads for potential loan customers.

Activity is the key to obtaining leads in any sales industry. Sitting idle will get you no where except hungry and out of a job.

For instance, if you have a one o’clock appointment with a customer, don’t spend your day waiting around to leave for the appointment, build appointments in and around the vicinity of your one o’clock appointment.

This can be accomplished in the following way. Cold calling.

The day before your appointment, spend a couple of hours making some calls to potential customers in the neighborhood of your appointment.

Let them know that you will be in the area and you would like to stop by to introduce yourself and drop off some brochures. Keep it short and sweet.

In the mortgage industry your activities consist of many things to obtain leads. Such as chambers, rotaries, customer referrals, family, friends, community involvement, etc.

That being said, it is always nice to have a back up plan for slow times such as summer months and the holiday season.

This is where mortgage lead companies come in.

But just don’t go and invest with any old lead company, you want to make sure you get your money’s worth, so do your research.

Check out the mortgage lead company’s web site and speak with someone in their customer service department. Find out how they obtain their leads and what the quality of their leads is.

If the mortgage lead company is not obtaining their leads from web sites they own and operate on their own, than most likely they are recycling old leads and will be selling you old junk.

Remember, if you are not happy with the information you gather on their web site or through their customer service department, chances are you won’t be happy with the leads either.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com a mortgage resource site. You can also check out his blog at http://wwwmortgagespot.blogspot.com for more articles

If you are a loan officer or mortgage broker on the market for internet mortgage leads, than many things will be of importance to you, including the cost of the lead.

When researching mortgage lead companies, a clear indication of the quality of the lead you will be receiving should be in the pricing.

For instance, if you take $100.00 and invest it in a lead company in order to receive 50 leads, you can safely assume that the leads you receive will be very old and recycled time and time again to other lead companies and countless loan officers.

On the other hand, if you take that same $100.00 and invest it in a lead company in order to receive anywhere from three to six leads, you can than safely assume that the quality of these leads are very good. These types of leads are known as “real time,” or “fresh leads.”

When it comes to pricing and quality of leads, make sure you do your research. Be sure to speak with someone in the customer service department and find out the details of the type of leads they sell, and where they are obtaining these leads from.

If you decide to buy your leads in real time, and you are paying a good price for them, there really should be no reason as to why the lead would be any older than one day. In fact, if the lead is more than an hour old, it cannot be considered real time.

Remember, you work hard for your money, so the lead company you invest in should be delivering good quality leads if that is what they are claiming to sell.

If you choose to buy your leads cheap and in bulk, than you can expect the quality of the lead to be poor. You can also count on hearing things such as “I did that weeks ago,” or “I just closed on that loan last week.”

Keep in mind, when researching lead companies, do your home work, speak with someone in the customer service department. If the answers to your questions don’t meet your satisfaction, than the response to any future issues you may have, such as a refund, may not live up to your expectations either, so be careful.

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of www.jconners.com, a mortgage resource site, he is also the owner of www.callprospect.com, a mortgage lead company.

If you want to multiply your sales, profits and dollars in your
bank account, then this might be the most important article
you’ll ever read.

If you want to create life-time paying customers, then I urge
you to check out these simple tricks that can BOOST your profits
through the ROOF.

If you’re sick and tired of seeing low sales pouring in, then
here’s some good news.

Apply these 5 simple steps and I bet you will see your sales
counter EXPLODE…

STEP 1 - Your Website - A Killer Resource Center.

Design your web site to be a targeted resource center. Choose
one subject and build on it. You’ll gain repeat visitors that
are interested in that topic.

Make sure you provide quality content on your website on
continuous basis. This will also help you in getting hoards of
search engine traffic.

STEP 2 - Give a Quality Product or Service for FREE.

Offer something that is really free. If people go to your site
and what you said was free really isn’t, you’ll lose their trust
and they won’t buy anything.

The word FREE is a great puller and will get visitors to check
out your website.

STEP 3 - Add a Discussion Forum on Your Website.

Add a chat room or message board to your web site. People want
to interact with other people that have same interests as them.

This will also help you in getting repeat traffic to your
website.

In few short months you will have visitors that will visit your
forum on a daily basis to interact with other people in your
niche.

You can now place your ads in the forum and make sales from the
traffic pouring in.

STEP 4 - Boost Your Link Popularity.

Entice people to link to your web site by giving them something
free in return. This’ll increase your ranking in some search
engines.

You can also get involved in a reciprocal linking campaign where
you exchange links with other theme based sites in your niche.

You can also write articles that will quickly increase the
amount of incoming links to your site.

STEP 5 - Make them Emotional.

Trigger your reader’s emotions in your ad copy. Example, if you
sell a book on gambling tips, tell them the feelings they’ll get
when they win money.

If you sell a weight loss product, tell them the feelings they
will get when they wear a tight fitting T-Shirt and Jeans.

If you can use more new customers… and I mean TONS of new
prospects hunting for your products and services, this ‘5 Step
System’ will surely help you to achieve your goals.

These powerful, inexpensive ways will bring in all the
customers, profits and leads you’ll ever need. The kind of leads
that will rocket your sales right off the charts.

If you’ve been looking for a quick and easy way to take your
business to the next level, this article has shown you exactly
how to do it INSTANTLY.

There’s never been a better time for you to BOOST your profits
and sales through the ROOF, than it is today!

VOICE

The Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may be, the fact remains that the quality of the sound of the human voice is partially lost through transmission, resulting in the client misinterpreting your meaning.

To Allow speech to be heard clearly be careful with your choice of words. Use simple words. Avoid jargon and local expressions which may not be understood by your clients. Speak clearly and use correct pronunciation. Accent can give your talk a real boost as they are unique and can sound very atttractive.

Donot waffle or attack the client. Stop to breathe. Pausing is very important. Don’t speak in a monotone manner not only this make you sound boring and unethusiastic but it could be mislead that your product is lacking in substance too. And a little colour to your voice. Expressions are very important. Relax when you are talking. Imagine you were talking to your friend. Your attitude is expressed by the way you talk over the phone.

Don’t rush the call and use your sales techniques. Remain professional and smile. A simple smile on the salesperson’s face reflects in the voice and it really works.

1. Act naturally be yourself.
2. Smile you will sound pleasant and friendly.
3. Have all the information handy.

4. Be precise and clear.
5. Be professional.
6. Give customers what they need.

7. It does cost a lot of money to make the phone ring, so make the most use of it.

Golden Rules

1. Give your name first.
2. Say ‘Good Morning’.
3. Say ‘Thank you’ for your time.
4. Be friendly.
5. Sit straight that will give you confidence.
6. Stay focussed.
7. Control your thoughts.
8. Concentrate on what the customer is saying.
9. Talk slowly.
10. Speak clearly and if necessary spell anything that may be unclear.
11. Be confident.
12. Be professional.

13. Organise yourself.

14. Be Alert.
15. Be in charge.

16. Always be Enthusiastic.
17. Let your voice be melodies.
18. Stress words that appeal to them.
19. Be expressive.
20. Speak as though your are talking to a friend.

21. Exceed expectations.

22. Always hang the phone after the customer has done.

Helpful words and phrases

1. You, Your family
2. Thank you for waiting
3. New
4. Save
5. Proved
6. Guaranteed
7. Results
8. Easy
9. Money
10. Love
11. Safety
12. Security
13. Health
14. I promise

15. My pleasure
16. The best thing I suggest
17. Please call me if you have any questions.

Never use

1. Don’t know, you are wrong, I disagree, may be that’s not true.

Out going calls

1. Be prepared
2. Welcome
3. Explain the purpose of the call and check to ensure that the customer understood and agrees to proceed.

4. Talk with the Account Holder
5. Listen
6. Ask-Create Questions
7. Restate-Let Customer know that you understood. Be sure to agree on what is being asked
8. Set Expectations-Let Customer know what you can do and what you can’t do. Be clear and specific
9. Explore further needs and get in agreement
10. Handle objections.
11. Handle all challenging situations.
12. Ask for a decision

13. Be direct, concise and confident
14. Summarize everything you said
15. Say Thank you
16. Follow up

Winston Saga is one of the world’s leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Last year International Biography Centre selected him ”International Man of the Year” for his outstanding contribution to sales and Service. He has written 100’s of articles to magazine, journals and websites.

Visit his website http://www.telesalestips.com to know more about him.

Snowflakes are beautiful!

For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor.

You may ask “What has snowflakes got to do with internet marketing?”

A free gift with every order gives you the competitive edge over your competitors.

Everyone likes getting something for free. And what better time for gifts than Christmas time!

Reward your customers with the enjoyment of a unique free gift not available in stores. You’ll make your customers feel special! And that means more sales! Your customers will know that you have a real interest in them as people, not as mere sales prospects.

Include a beautiful snowflake free in your orders and you’ll improve your Christmas sales 100 percent!

There are two ways you can do this:

You can tell your customers that they will receive a free gift with every order. The suspense of not knowing what the free gift is makes it even more exciting and fun! Some people will order just for the fun and expectation of getting a free gift! They wonder what could it possibly be?

Or simply send it along with the order. Finding an unexpected gift will greatly enhance your customers appreciation for your first rate service.

You don’t need to go to any great expense for your free gifts. It’s the “thought that counts.”

Unlike pens, pencils, calendars and other items that have a temporary lifetime give something that will last forever. It will always remind them of you and the excellent service they received by ordering from you.

It will make a huge difference in your sales for the upcoming year. Customers who receive exceptional service will order again and again. That means repeat sales and more money for you.

Snowflakes are available at my website listed in the box below.

About The Author

Author: Marilyn Pokorney
Freelance writer of science, nature, animals and the environment.
Also loves crafts, gardening, and reading.
Website: http://www.apluswriting.net
marilynp@nctc.net