Selling is truly an art form, but it doesn’t it has to be hard. Here are 3 mortgage sales tips to keep customers happy and your sales pipeline full.
Working in the mortgage industry can be challenging at times. The impact of rising interest rates can make it tough to find mortgage sales leads. This shift makes good sales skills more important than ever if you want to keep your prospect pipeline full. Here are 3 tips to generate additional mortgage sales.
1. Build Solid Relationships
People who work in the mortgage industry need solid relationships with their clients and prospects. Selling any item or service starts and ends with the relationship. When contacting someone think about how you can help them, not how they can help you. Consider their top pain points and how you can help solve them. Learn more about your customers to connect with them on a personal and emotional level. After all, as the saying goes, people buy emotionally and justify logically. Make that emotional connection that builds a solid, long-lasting relationship. Satisfied customers, who are also friends, are also much more likely to recommend you to others. So make sure that building relationships that last is at the top of your list.
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2. Market to Your Strengths
As with any business, sales and marketing go hand in hand and are both vital if you want to increase your mortgage sales. Pause for a moment and think about how your product differs from the competition. What makes your business so unique that a sales lead could contact you instead of someone else? Once you have defined how you want to frame your marketing message, utilize both traditional and digital marketing channels to get the word out. That means that you need to be using an SEO-friendly website, a strong social media presence, and perhaps even email. On the traditional side, don’t forget to do events like webinars and seminars, find suitable speaking opportunities, and ways to use inexpensive print advertisements to generate interest in your company.
3. Always Put the Customer First
Satisfied customers are people who not only get the product or items they want at the expected price, but superior customer service that cannot be found anywhere else. Work hard with all members of your staff to make sure that all their questions are answered in a timely and accurate manner. Address their concerns with sensitivity and that their issue is also your concern. When you combine excellent sales skills with great customer service, your will have a business that cannot be beat! Go the extra mile with all your customers and watch your sales pipeline grow.
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How has your business increase your mortgage sales? What have your results been when using some of the tips in this article? Share your feedback in the comments below!