How to qualify reverse mortgage leads and focus on relationship building

Do you ever feel you are going in circles when it comes to working your leads? It’s a frustrating process if you find yourself making constant call-backs trying to reach the homeowner. What is comes down to is this: what is your highest and best use? The answer: directing your energy to prospects who are qualified and willing to engage in a meaningful dialogue about the reverse mortgage.

Working with a quality lead provider you should be receiving leads screened by value, age and loan balance and who has a return policy for non-qualified leads.

Here are a few pointers to help you direct your energy most effectively so you spend time building rapport with prospects, not hunting them down.

1. Use a CRM (database) and track your calls and conversations, messages left.
2. If you cannot reach a prospect in the morning, try the afternoon instead. Visa versa.
3. Don’t leave boring messages. Give them a bona fide reason to call you back or arouse their curiosity. You could leave a message like this “This is “(your name)” and I wanted to call and personally thank you, but I also had a quick question for you. Would you call me back at “(your number)”?
4. Schedule mailings to those you cannot reach by phone and schedule follow up calls on differing days and times.
5. Promptly (within 24 hours) return unqualified leads based on your providers policy.
6. Remember: It’s a relationship, not a transaction. The typical prospect from first interest in the reverse mortgage takes about 9 months before deciding to sign an application. You don’t know where they are in the process until you meet or speak with them.
7. Tag team: Are you not making the connection? Perhaps work with a colleague to help you move the prospect along and make arrangements for commission sharing.

More than any other type of product reverse mortgages are a relational transaction. Education, rapport and polite persistence all are keys to moving forward.

To see what leads are available in your area and costs visit Lead Central today.