Mortgage Sales, Overcoming Objections

| Total Words: 345

As a loan officer, it is important to keep your pipeline full at all times. For this reason, it goes without saying, that you should be taking as many applications as you can throughout the week.

Obtaining leads to be turned into applications can be obtained in a variety of ways. Such as, networking, customer referrals, family, friends, mortgage lead providers, etc.

Another method, probably the most dreaded in every sales force, but also very necessary to keep apps coming in is cold calling.

We all know the feeling of rejection over the telephone, but it is very important to maintain your persistence and overcome these obstacles.

I completely understand that there is no way to overcome the objection of a customer hanging up on you. My only advice would be to not dwell on it, or take it personally, just move onto the next call.

Keep in mind, for a lot of people, purchasing or refinancing a home is a huge financial undertaking in a persons life. Perhaps the biggest, so be understanding if they seem defensive or get cold feet.

Im sure you are familiar with hearing Im no longer interested, or I just closed on my loan last week.


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