How To Get Your Customers To Trust You

How To Get Your Customers To Trust You

By: ameenmk

As a mortgage loan officer it is your job to get the prospect to feel at ease with you. To get them to trust you so that they will disclose their intimate financial details.

Many lost sales are cause by the failure of the agent to warm up the prospect to them, the prospect failed to get a good "vibe" from the loan officer or maybe they felt there was cause to distrust the loan officer or mortgage company.

The easiest way to raise your closing percentage is to get your prospects to really trust you.

There has been more than one survey performed where the public ranks loan officers only a little above used care salesmen and insurance salesmen in terms of trust. In other words, we have a serious credibility issue.

The media doesn’t help much either. News on mortgage fraud and predatory pricing are in the news; more than there are stories of all the good and charitable work the mortgage industry does.

In order to combat this, you need to get personal. You need to get your prospects to TRUST YOU first. You do this by establishing credibility to your prospects.

1. Use Testimonials. Use audio, pictures and video if you can.

2. Join the Better Business Bureau (BBB) or get your company to join. Then post their logo on all your marketing materials. It will cost you $400 or so a year, but it is worth it.

3. Join a Chamber of Commerce, then put their logo on all your materials.

4. Use the logo of your state's Association of Mortgage Brokers or Bankers and the National one as well if you are a member.

5. You can also use the Freddie Mac and Fannie Mae logos which are available on their websites.

6. Post the HUD logo. This brings peace of mind to consumers because it makes it seem as if you are affiliated with the government.

7. Get certification from NAMB and add some letters to your name. The following certifications are available: CMC - Certified Mortgage Consultant , GMA - General Mortgage Associate, CRMS - Certified Residential Mortgage Specialist,.

Putting this steps into action can put your prospects' minds at ease, especially if you are a small entrepreneur who’s just starting out. By consolidating your company with these other big names, you can share in their credibility.

Remember, prospects have to like and trust you before they conduct business with you.



VIA StreetDirectory


Keyword: Mortgage Leads