Joe Wu is CEO of Voicent, which offers cloud-based tools to
connect and engage with customers. Voicent’s cloud solution, Voicent Live, has all the tools necessary to achieve peak
performance and efficiency — call center tools, predictive
dialers, voice broadcasters, text and e-mail tools, built-in
CRM, easy workflow and business-process automation —
all in one flexible, scalable, seamlessly integrated package.
Reach Wu at email@example.com.
Long gone are the days of phone dialing for dollars, for hours on end, just to reach a live prospect. This approach is incredibly inef- ficient and does not yield the best results.
Keeping in touch with past clients also is a challenge.
Sure, every mortgage originator would love to keep
an ongoing dialog with previous clients, but how
many actually do? Regardless of one’s intent, it never
seems to happen. Before you know it, another year has
gone by, and the originator still hasn’t reached back
to check in with past clients to potentially uncover
new opportunities — whether it be a refinance deal,
a referral, etc.
Despite a turbulent housing market, the sales outlook for mortgage originators is bright. By 2023, 17 million first-time homebuyers will be joining the housing
market. This presents an immense opportunity. Originators, however, need to be smart and innovative if
they are going to capture any piece of this pie, as the
mortgage business is overflowing with competition.
Sure, e-mail marketing, banner ads, and networking
will generate new mortgage and refinance opportunities, but one can’t forget about the telephone.
It remains a driving force in lead generation. Those
who work it into their marketing arsenal will prove
more successful in the long-run.
Originators who have all but forgotten the art of cold
calling are likely leaving opportunities on the table for
other mortgage professionals to take. Sure, telephone
sales can be very time-consuming, but they also are a
necessary function of the lead-generation ballgame.
For many, a focus on previous clients is the winning formula, as referrals are paramount in this business. To drive repeat and referral business, originators
have all but
forgotten the art
of cold calling are
the table for
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Flip the Script on
Cloud-based technology can enhance opportunities to
generate cold-call leads and referrals
By Joe Wu