Inbound Mortgage Leads, What to Do

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August 22, 2017 | By RGR Marketing Blog

4 Tips to Help You Manage Your Mortgage Leads More Effectively

Like a match, mortgage leads burn out quickly. This is why it is so vitally important to act on your leads as soon as possible. But, according to research conducted by SalesForce.com, it was revealed that 36% of all leads never get contacted. Also in that same study, it was determined that those companies that respond immediately to their leads experience a 340% increase in their results. Perhaps even more importantly, the cost of an inbound lead is $230 less than a lead generated through traditional outbound marketing.

So, the bottom line here is – you need to act very quickly to get the highest ROI on your leads, wherever they come from. As for inbound mortgage leads, here are four tips that will help you manage your leads more effectively.

#1: Unify Your Sales and Mortgage Marketing Teams

Sales and marketing are usually two distinct departments in most companies. But, these two teams need to work hand-in-hand in order for you to get the best conversion results from your inbound leads. One way that having these two groups work harmoniously together helps improve your sales is by the sales team being aware of and familiar with upcoming campaigns. This will enable the sales team to prepare for the best way to handle the influx of calls in a timely fashion.

#2: Pick Up the Phone

Ever since email became an integral part of daily communications, more companies have been relying on it to communicate with their leads. But, this is ineffective because most people quickly scan their email inboxes, looking only for those emails that they want to read. Instead, go the old fashioned route and call your leads. Once you get a lead on the phone, it is harder for them to avoid you. And, with 70% of companies still relying on email, calling your leads will help you stand apart from your competition.

#3: Master Presentation Skills

The one drawback to using the phone to contact leads is if your staff has poor presentation skills. Your staff needs to be able to speak clearly and concisely. They need to be friendly and warm in tone of voice. If they speak too quickly, the lead will become frustrated and hang up. Having a script for your callers to use and having them master their presentation skills can help them relax and deliver the information in a more professional manner.

#4: Be Persistent

Too many mortgage companies stop trying to reach a lead after two attempts. This, coupled with the fact that only 53% of mortgage companies respond to leads at all, is one of the main reasons that a large number of inbound leads are wasted. In sales, persistence pays off. Statistics indicate that it takes eight attempts before a mortgage company can get a prospect on the phone.

If you want to get the most out of your inbound leads, the most important thing you can do is act on them immediately. Leads aren’t converted overnight, but no lead should go unattended for more than 24 hours. After that, your odds of converting starts tapering off.

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4 Tips to Help You Manage Your Mortgage Leads More Effectively

#1: Unify Your Sales and Mortgage Marketing Teams

#2: Pick Up the Phone

#3: Master Presentation Skills

#4: Be Persistent

Start making more
money today!

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4 Tips to Help You Manage Your Mortgage Leads More Effectively

#1: Unify Your Sales and Mortgage Marketing Teams

#2: Pick Up the Phone

#3: Master Presentation Skills

#4: Be Persistent

Start making more money today!

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