It is a little unsound to assume that leads do not think of other alternatives while being introduced or pitched on the benefits of mortgage loans. So with all your knowledge about the benefits of taking out mortgage loans, it is always helpful to know what leads, especially new buyers, would be interested in while having a chat with you about it.
Pitching mortgage loan benefits to leads should include details on the following:
Why should one take a mortgage loan?
Leads might already know what mortgages are about, but they still need to understand why they should go for it instead of the other alternatives they might have been presented with.
Which option is best?
You should endeavor to provide an overview of the most common loan types, basic information on interest rates, and details on which type of loan is best for various loan situations. Leads are on the look out for what will meet their financial needs and fit into their long-term goals.
How long will it take to process the loan?
Leads would want you to help them understand what to expect in terms of the time frame for processing the mortgage loan. This is most essential for new buyers. You should do a step-by-step outlining of the basic loan process and probably provide estimated timelines in providing such details. You could also include tips on what the loan applicant can do to speed up the entire process.
Since there are different mortgage rates, and one's credit score acts as a major determinant on what loan they are eligible for, leads (especially first-time buyers) will expect some insight on the effect of credit ranges on qualifications for loans. Guide them on the best approaches to issues with their credit scores and the prospects each carries.
Can programs that offer assistance on payments be found?
Some leads struggle with coming up with down payments for their choice loan types. They will look for information on programs that could assist them with down payments and closing costs. When you talk to them about options or plans that make them aware of possible assistance programs, it shows a concern for their needs and not just your gains and goes a long way in building a lasting business relationship between you both.
Any additional costs or fees to prepare for?
Talk to leads about any unanticipated charges that may arise during the entire loan processing. No one likes hidden charges! So inform them about what to expect. They would want to know about all that might help them prepare more adequately and how to avoid unpleasant surprises.
How secure is signing a mortgage loan contract with you?
Whether you work at a standard establishment or an association, leads will still want to know how secure going into such transactions with you is. You can talk about you or your firm's reputation in handling mortgage loans and previously successful loan disbursements and other reasons why they should be at rest with the arrangements. It not only shows what makes you stand out, but it also assures them of your credibility.
Why should they choose you?
As a lender, what makes you different? What are you offering to make them stick with you after knowing all these? Is it your reputation? Your well-grounded industry knowledge? The fast and efficient way you handle the transactions? Or is it that warm and charming smile you'll always meet them with?
This knowledge shared and information provided will not only help leads make informed choices about the type of mortgage best suitable to them, it will also show your level of expertise and why they can and should employ your services.