Closing Mortgage Leads

Contact Your Lead Right Away
The very first rule to closing a mortgage lead from online is to contact the prospect right away. Whether it be an auto responder e-mail or just a initial phone call, make sure you make the prospect know that you are there to help with their needs. If you don't contact the lead, other brokers will have already started contacting to the person, leaving you behind to catch up already.

The Initial Call
During your initial call, be sure to introduce yourself and let them know that you got information that they were interested in a refinance or a home loan. Do not, do not try to close the deal right away. You will come away as a money hungry broker looking to make his or her commission. Just make them feel comfortable with you and ensure they know that you will be there to answer any questions they have. Perhaps asking if they know what type of loan they want. Sometimes people fill out forms because they need a human to contact them and guide them through the process. While others fill out the form to get a low rate. Try to understand which of these consumers your prospect is.

If you have identified that the consumer is ready to go, tell them about what your mortgage company has to offer and why they should go with you. If you could tell they aren't ready to close the deal, let them know you will give them a day or two to think about the decision and that you understand this is a very important decision that could impact your life. Be sure to check if there is anything else you could answer for them at that point.

The Followup Call
The second call is where the start of the closing process will take place. The consumer will probably have been contacted by 2 or 3 other mortgage brokers. Don't spend too much time and get down to business at this point. Ask them to stop by your office so that you can show and help them understand all the closing costs and fees. Be sure to tell the consumer to bring any important and necessary documents.

In-Person Meeting
Meeting the consumer in person helps give the consumer an actual human face with the voice over the phone. Someone who can close a loan can usually get the consumer into signing the initial documents to get the loan process rolling.