If you provide reverse mortgages to seniors one of the biggest challenges is identifying qualified prospects who want what you have to offer and are ready to go for it. It is possible to waste time on cold calls and other marketing activities that turn up little. Wouldn’t you rather have a steady stream of hot reverse mortgage leads, leads that not only include contact information but give you an idea of what the prospect needs, the problem they want solved?
Here are some of the most useful tips to generate a list of qualified prospects.
Collect Contact Information
Do your best to collect the email address of every senior who visits your web site and is interested in the products you offer. Offer free tips, a tutorial or guide to motivate visitors to give you their email address so you can market to them as and when required. Place your lead capture form prominently on every important page of your website. This should help you capture the email addresses of 10-20% of the people who visit your site every month.
Get People to Tell You How You Can Help Them
Many seniors use the internet and especially web as a tool to find solutions and to hire mortgage professionals who can help them solve their reverse mortgage problems. Giving away a periodic newsletter on reverse mortgages and loan tips is a great way to get contact information but what you really want to do is to identify those people who have an immediate interest in your services.
Prompt people to contact you by including an inquiry form on your web site, but don’t make the mistakes made on most web sites. Too often inquiry forms are buried on the site, multiple clicks away from the pages most frequently viewed by your visitors. Include your form on high visibility pages, on the right of your homepage and other key pages about your services and products.
Use your inquiry form to both collect contact information and to identify the services your prospects are interested in and how you can help them. When you make your follow up calls you’ll know where to start the conversation.
Send out Surveys to Identify What Sells
It’s the new age of information technology, web-based and e-mail surveys are gaining in popularity. In general, mail surveys are the least expensive to conduct and direct interviews are the most. If you already have seniors looking for reverse mortgages signed up for a newsletter, you can use that to get additional details about the needs of people looking for loan to ease up their retirement lives. This’ll give you an insight on what is the real requirement and how can you serve your clients better.
Use the above mentioned lead collection strategies to identify prospects. Once you know who needs your help, its easy to follow up, close the mortgage sale and grow your reverse mortgage business.
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