Are you making the calls?

I have been recommending for some time now that loan officers consistently contact their database by phone.  This task is often worked at for a while, then the enthusiasm wears off and it is pushed further and further down the to-do list.  Sound familiar??

If you have gotten yourself out of the habit of making database calls or if you haven't started making them, then this is your reminder to get to work.  You probably have more time than applications right now sowhy not use some of that time for this no-cost marketing?

Here are some tips to make your calls more effective:

1.  Use a script... not that you plan to follow it word for word, but because it gives you structure and reminds you of the important points each call should cover.

2.  Each call should have the following parts:  introduction, reconnect, offer information, see if there are concerns or questions, ask for referrals.

3.  Coordinate your calls to make sure they received your recent mailing or to tell them about a customer appreciation event.  It's always good to have an extra reason to call!

4.  Keep it short and to the point.

5.  Remember to be upbeat (especially when talking about rates and the market) and friendly.

6.  Leave a message if you get voice mail.

7.  Follow up on any questions or concerns that were expressed.

You can usually make about 10 calls in 30 minutes.  If you did 30 minutes each day that would equal 50 contacts a week and 200 a month.  Depending on the size of your database, I recommend you contact each person at least twice a year.

Comments

[Genuine Chris Johnson]

Why, yes. This is actionable information. Good times.

Nice looking site.

[Rhonda Porter]

This is the easiest thing to do yet many of us, including me, don't do it! And it cost nothing but a few minutes a day. My goal is to start "making the call".

Thanks, Bliss!

[VA Mortgage Rates]

it is amazing how much crap I find myself doing instead of simply making my calls. these are good points and basics that I know I get away from far too often. thanks again!

[VA Mortgage Rates]

it is amazing how much crap I find myself doing instead of simply making my calls. these are good points and basics that I know I get away from far too often. thanks again!