Lender Phone Appointments
Updated
Lender phone appointments are the next best thing to our primary goal of setting the in-person appointments with the realtors.
There are a few things we at Lead Fusion highly recommend for these lender phone appointments. Here are a few dos and donts below.
- DO make sure your lender is accustomed to "internet leads". Internet leads should be handled FAR differently than past clients or friends/family or referrals.
- DO have a meeting prior to sending leads over to your lender.
- DONT have your lender send an online application. This works great and is quite convenient but only for referrals, past clients, or any other lead that already trusts you and your lender. For internet leads, you will rarely (if ever) get one back cutting your chance of closing down by over 90%
- DO have you lender go over options, build value, then offer to "run numbers" and "see what they might preapprove for". Do this with as little info as possible! The less needed and quicker it is, the faster we can see what scores are so we know how much effort to put in. Ideally, 5-6 questions such as name, dob, ssn, address, income, debt should be all the lender needs depending on the bank. But there are lenders who can do a soft credit pull without affecting their credit making the lead feel comfortable and feel more committed to you and your team once you give them the hopeful good news.
- Do have your lender try to set the next meeting before getting off the phone, based on the conversation. Ideally he could be setting the in-person appointment with the realtor to go over the "helpful list of every available option" in their price range now we (hopefully) know what their approximate REAL budget is assuming the lender was able to check credit.
- DO make sure you ALWAYS set a follow up task in your CRM for ALL leads, including those sent to your lender first. Not setting a follow up is the #1 reason lead gen fails!!!
Please keep in mind that anything we recommend are only suggestions. We in no way ever want to disrupt something that is working but hope to help those other realtors looking for ways to increase their ROI by doing what other realtor teams are doing who are wildly successful. Our articles are all based on facts and real life situations and examples from realtor teams all over the US and Canada and success rates, rules, laws, etc may vary from market to market.
