10 Sales Activities that Lead to Funded Loans
Shannon Hicks -Reverse Mortgage Commentator
President: Reverse Focus, Inc. ? Video Commentator ? Blogger ? Podcaster ? Reverse Mortgage Enthusiast ? P: 800-805-9328
Motivational speaker and salesman Zig Zigler said, “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” The same can be said of sales activities.?
Early in my career as an insurance professional, an older top-producing agent said, “Activity leads to production”. I took his words to heart and they’ve stuck with me ever since.
The trick is knowing where to begin.?
With that in mind here are 10 sales activities to consider to generate more exposure, leads, and funded loans.
Make customer care of existing borrowers the cornerstone of your business. As mentioned in our webinar last month HECM professionals should schedule annual phone calls with past borrowers to remind them that their annual occupancy certification is on its way and must be completed and returned. A follow-up call to confirm completion is always appreciated.
If you want referrals from previous borrowers then consistent contact and care is job #1.
Stay in touch with your professional network. How close would you feel if you didn’t see your spouse or significant other for a year? Likely not very. The same applies to the connections you’ve already established in your community. Drop a call every 3-4 months not to ask for referrals but to merely connect and catch up.?
Always be useful. Find creative ways to provide genuine value to homeowners and professionals alike. The goal is not to pitch a sale but to provide meaningful and timely content that benefits your audience. Most potential reverse mortgage borrowers began doing their own research long before they contacted an originator.
Bunch your appointments. If you will be meeting a potential borrower in person try to find other prospects you’ve spoken with before and see if you can meet. This not only saves gas but allows you to make a personal connection that Zoom meetings just cannot. Offer two times- one before and one after your appointment.
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