The Clock is Ticking on Your Leads

Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow.

It is very important to act on your lead the very second you get it, not an hour later, or a few days later.

The second it is in one hand, the next hand should be dialing the phone.

Too often leads and referrals are taken for granted, sales people assume that because someone gave them a lead, that it is exclusive to only them. It is not, at any time one of your competitors can call that person and offer them a better price or a better service.

I once worked with a guy in the mortgage industry. He received a lead from someone in his networking group on a Wednesday. He called the lead the very minute he got back to his office, and he was on his way to building a very nice relationship with her. By Thursday the two of them had come to a decision on a rate and product for her home that she was refinancing. Everything was moving along nicely.

Or so it seemed.

When he called her on Monday to follow up, it turned out that she was working with another loan officer, and would no longer be needing any of my co-worker's services.

As it turned out, his customer was at a family reunion over the weekend. While making small talk, she mentioned that she was in the process of refinancing her home.

One of her third cousins just so happened to be present at this conversation, and subsequently chimed in when he heard the word refinance.

He proceeded to tell her that he was a loan officer and that if she allowed him an opportunity, he could most likely get her a better rate. After some more small talk, she decided that since she was only three days into the process of refinancing with someone else, that it wouldn't hurt to give someone in her family an opportunity to do business with her.

So much for my co-workers loan.

So keep this in mind the next time you receive a lead. It is not a given. Give your leads the same amount of attention as you would give a customer you worked your tail off to get, or one with a high profile.

Keep in mind, every time you make contact with your customer, you are building a rapport with them, and strengthening the relationship you have with them. The more they speak with you the more they will get to know you and trust you.

It doesn't matter if the lead is from a friend or a family member. If your customer can get a better deal with someone else, nine times out of ten, they will take the better deal.

So call your leads as soon as you get them, give them exemplary customer service, be accessible at all times to answer their questions, and keep things moving. And remember, the clock is ticking on your leads.

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, he is also the owner of http://www.callprospect.com, a mortgage lead company.

In The News:


pen paper and inkwell


cat break through


Sales Performance and Motivation: How to Get Your Edge Back

Performance and motivation are like chocolate & peanut butter; the... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to... Read More

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

Sell Yourself, As Well As Your Product

When selling a product to a consumer, one of the... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good --... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales

Better than offline promotion such as press releases, talks, or... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

Sales As A Positive Experience

No matter what your age or stage in life, some... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More