We’ve all experienced the frustration of not being able to get a customer on the phone. Do you ever think to yourself, “What do I need to do to actually get a hold of this person?” The answer is easy. Keep calling!
Mortgage professionals are often guilty of underestimating the power of persistence whenever calling prospects. An analysis of over 15 million sales leads by Velocify reveals that whenever salespeople make two calls instead of one, their chances of contacting a lead increase by more than 87%. By attempting to contact a lead six times, they improve their probability of conversion by over 500%. The majority of the time that prospects say “no,” what they are really saying is “not yet.” By continuing to make contact, loan officers will find that a “no” can turn into a “yes.”
Contacting leads at the right time also has a serious impact on your chance of conversion. The experiences of countless top producers have proven that conversion percentages see a serious increase when loan officers contact new leads immediately and again in two subsequent time windows during the first day until contact has been made. Try this strategy: contact a customer three times on day one, once on day three, again on day four, and the final time on day eleven or twelve. You’ll only get a response if you keep calling.
The takeaway from all this data is simple: Don’t give up! If you haven’t been able to make contact with that promising lead yet, get back to the phone and try calling again. With the power of persistence on your side, you will turn a prospect into a fruitful relationship that brings you serious business.