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Messages That Get Prospects to Call You…
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Communicating With Prospective Reverse Mortgage Borrowers
Getting your prospective borrowers to call back can become an exercise in frustration. The art of keeping the lines of communication open is key as a return phone call may result in an appointment, agreement to move forward or scheduling HUD counseling. Unfortunately I’ve seen many reverse mortgage originators use some of the least successful ploy’s like “this is really important” or “I’ve been trying to reach you…”. The first is annoying and the second is placing blame which we don’t want if we are trying to build rapport. A better approach is one that appeals to one of our core human traits: curiosity.
8 Comments
Great tips Shannon. This is one to view more than once.
Shannon,
This is a great topic. After years and years of reaching out on the telephone making cold calls and follow up calls. I know that I fall into the habit of using the same message and same tone time after time.
Punching throw to the sub-conscious of a prospect and tweaking their interest level is critical. For the LO’s – a short list of 3 or 4 effective telephone messages would be very interesting to review. I certainly need to freshen up my telephone skills from time to time and would like more feed back from you and other LO’s in future sessions. Keep up the good work!
Excellent suggestions for an all too common problem – thanks, Shannon!
Thank you all. I learned this the hard way. I began to realize I was saying too much or giving away all the details in a message with no reason for them to call back. Glad these tips can help us increase our call backs. Happy Friday!
It is this kind of advice that keeps most of us coming back for more.
Thanks again, Shannon.
Glad to play a part in keeping us all focused on the ball. Have a great weekend!
Shannon, great refresher tips, thank you!
Shannon, very helpful refresher.