Converting Your Pre-qualified Customers
Potential clients telephone for a pre-qual, and then you don’t hear from them again. What do you do?
Let them hear from you. Mail them a thank-you card (as well as one to their referral source). A few days later, phone them. Ask how they’re progressing with the loan process. Are there any loan questions you can answer? Is there any other way you can be of help? Start a drip campaign. Send them weekly postcards reminding them that having a pre-qualification is not the same as being pre-approved. Let them know if they’ll come in and bring their documents, you can have them quickly pre-approved — giving them much more clout as buyers. Meanwhile, maintain your association with their real estate agent, who can steer the clients back to you.
Never miss an opportunity to demonstrate your value. Your message to your potential clients should be that you’re a professional mortgage consultant who is going to assist them in purchasing their biggest asset. Your goal is to provide them with the most relevant lending information as well as tailored advice to meet their individual needs.
By consistently following up and emphasizing your competency and interest in helping them with home financing needs, you can convert that pre-qual into a long-term relationship.
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