Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. I was literally calling people on the phone and saying something to the effect of; Hello, my name is Jay Conners, and this is what I do, and this is why I am calling, would you be interested? No wonder I wasn't having any success.

Knowing that my pathetic tag line wasn't going to cut it, I knew that I would have to change my approach.

Over time, through trial and error, and a whole lot of sales training, I was able to incorporate my own six step process for making a sales call. Keep in mind that this approach works just as well face to face as it does over the phone, and can be used in many situations, not just selling mortgages.

Follow these six simple steps, and you'll be on your way to taking more apps.

1. Be prepared

* Have a clean desk, a clean desk is proven to provide a less stressful work environment. Plus this way you won't be searching for that elusive pen.

* Have everything you need at your fingertips. ie; pens, pencils, calculator, scrap paper, computer on, and of course a blank application.

* Not having all of the necessities readily available, leads to having to find them, and having to find them leads to dead air, dead air can kill a conversation.

2. The personal touch

* Once you have your customer on the phone, and have introduced yourself, it is important that you relax them. Engage them in small talk about something other than a mortgage, ie; the obvious one, the weather, if a dog is barking in the background, ask about the dog, people love to talk about their pets, etc., etc. This technique gets them talking and gives the conversation a personal tone that will last throughout, and once the conversation turns to business it becomes all the more easy.

3. Make your assessment

* Ask probing questions, find out exactly what it is your customer is looking for, if they are unsure, you can help to educate them. Also, ask open-ended questions. An example of this would be; Tell me more about why you have decided to refinance your home? The tell me more part of the question forces them to go into greater detail than just a one word answer. These techniques will help you come to assessment of just what product or program best fits your customer's needs.

4. Make your pitch

*Now that you have gathered all of the appropriate information, you are ready to make your pitch. Start by saying something in the area of based on what we have discussed this evening, I think this product would best suit your needs, A challenge you may be confronted with might be, well I need to think about it. One way to meet this head on is to ask if there is any thing you did not explain clearly enough, and that you would be happy to go over everything again. Once you have an agreement and your customer is comfortable, you can then move on to step five.

5. Close the deal

* Once your customer has decided on a mortgage product, do not let them off the phone without their 100% buy in, say something to the effect of; Now that we have decided on a program, lets not waste another minute, I will go ahead and order the appraisal, title, credit report, etc. If you are discussing a purchase, ask permission to contact their realtor so that you may introduce yourself.

6. Follow up

* Step six goes without saying, but it bears repeating. The follow up is extremely important. Customers hate to be left in the dark. Every time something happens, give them a call. When their appraisal comes in, give them a call, when their title comes in, give them a call, etc. The more you keep them in the loop, the stronger the relationship becomes, and the better the chance they will refer you business.

So there you have it, the six step sales process.

I understand that every scenario is different and sometimes these six steps will not apply. But please don't be afraid to give it a shot. Make an attempt to commit the six sales steps to memory. Make it fun, give it your own name, roll play with an associate for practice, or personalize it by adding, or tweaking a few things of your own. But most of all use it to your advantage, it helped me increase my number of applications per week and I'm sure it will help you to.

Jay Conners has more than fifteen years of sales and marketing experience in the banking and mortgage industry, and is the owner of J. Conners, Mortgage leads reviews He is also the owner of http://www.callprospect.com a mortgage lead company, specializing in fresh leads. Jay Conners can be contacted via e-mail at sales@callprospect.com

---

Gic Number For Writing Sales Letters

When I write sales letters for my clients, one rule... Read More

Why People Use Long Sales Copy

Have you ever wondered why some people use long sales... Read More

Are You Scaring Your Customers Away?

"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Ten Top Tips for Terminating Telephone Terror

1. Make telephone callsFew things are more terrifying than the... Read More

Selling -abilities : Part 2

In the last article... Read More

A Stupid Question, but it has to be asked

This is a stupid question but it has to be... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More

Top 10 Ways to Sell your Product or Service While you Sleep - Part 1

Have you wasted valuable time and money on promotion that... Read More

In Sales Service Means Business

Some businesses flourish while others slowly fade away. There's usually... Read More

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the importance of providing... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

60 Ways to Increase Your Mail Order Catalog Sales

This article is meant to inform. Please don't construe this... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

Caring - The Secret Sales Strategy

Sales information resource Just Sell, calls caring "sales love". Here's... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

Lazy Man?s Way To Get Customers

No matter how big or small your business is and... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

Program Your Biocomputer For Sales Success

Selling isn't something you do to people, it's something you... Read More

The Never Ending Sale

Once you have added a new customer to your book... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

5 Tips to Choosing a Direct Sales Business

With hundreds of direct sales companies out there, how do... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More