4 Ways To Perfect Your Sales Call
Remember: the goal of an advertisement is to get people to call. The goal of the agent is to get an appointment with the caller as long as the agent believes that the caller is qualified. Agents must also consider that meeting with those who may not qualify has its merits. The agent can practice his or her interviewing technique, database the client for the future (the client’s situation may change in the future), or obtain potential referral clients.
Mortgage brokering in Ontario is regulated by the Financial Services Commission of Ontario (FSCO) and requires a license. To obtain a license you must first pass an accredited course. The Real Estate and Mortgage Institute of Canada Inc. (REMIC) is accredited by FSCO to provide the course. For more information please visit us at www.remic.ca/getlicensed or call us at 877-447-3642
Here are 4 simple (but forgotten) sales call tips:
Practice makes perfect
Remember to practice your script before you start getting calls. Like cold calling, ask your spouse or significant other (someone who will give you helpful advice on how you are performing) to be your incoming call or practise by recording yourself and listening to the conversation. In all cases, try to record yourself and review the tape after your calls. This way you can identify if you are sounding aggressive, defensive, or just right!
Use a mirror
Because a smile translates across a telephone line, you should ensure that you are always smiling when you’re on a sales call. A great way to ensure that you are is by having a small mirror in front of you so that you can watch your smile.
Write things down
Be sure to have pen and paper for each call. Write down the caller’s name as soon as you get it (there’s nothing more embarrassing then forgetting a caller’s name after they’ve just given it to you!), and any other details that might be helpful.
Make these words your own
Make sure you use words and phrases that are comfortable for you. In other words, rephrase the sales call script to match how you normally speak. This will ensure that you do not sound like you are reading from a script, even when you are!
Do not be afraid
Remember that the phone can be your best friend. The more comfortable you are on the phone, the easier it will be to meet your objective: getting appointments with qualified clients.
As a mortgage agent, your job is essentially making a sale and closing the deal. In order to do so, you must perfect your sales pitch and realize, practice does make perfect!
You may also be interested in our article about managing your client database: Close More Deals By Leveraging Your Client Database
Here’s how to win at your next client meeting: How to Win a Face-2-Face Client Meeting
Looking to get more referrals? Read our article: 8 Dynamite Ways to Get More Mortgage Referral Sources
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