Highly successful mortgage salespeople know that the telephone isn’t just a communication tool; it’s a selling tool as well.  They use the phone to keep their name in front of their clients, allowing them to ask for new opportunities every week. Some examples of telephone selling are:

• Phone calls to past customers
• Check-in calls with Realtors
• Calls to FSBOs listed in the newspaper
• Calls to CPAs and financial planner partners
•  And more

Think about how many telephone sales calls you now make every week.  Could you be making more?   Just think, in only one hour of dedicated phone selling time a week, you might be able to talk with as many as four or five people.  If you did that every week, that’s another 20 contacts a month.  If you land one more loan from those calls, that’s 12 more loans in a year.  If you make $1,000 a loan, you would be earning over $230 an hour making phone calls.  Do the math!

Here are some tips for selling over the telephone:

1.  Script it!  Before making calls, write down or type out what you plan to say.  Read it several times and make improvements to your script.  You want to come across clean, clear and prepared.

2.  Practice it!  When you sell by phone, you only have one sense in play– your voice.  Practice into a tape recorder or your own telephone voice mail.  Rehearse what your message will be.  Play it back, listen carefully, and make adjustments to your voice.

3.  Keep it short.  People are busy, and a phone call is often an interruption of their day.  Start strong, get to the point quickly, ask for what you want, and get off.  Your customers want to see you as a person that respects their time.

4.  Ask for the business!  Don’t be afraid to say things like: “Steve, are you working with any buyers you’d like me to talk to right now?” or “I’m ready to go to work for you today.  Is there anyone I can call for you?” 

5.  Work a routine.  Get into the habit of scheduling call time and making calls on a weekly or even daily basis.  The more you do it, the better you’ll get.  Even better, you’ll get more leads, loans and customers!  

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