The Lead Engagement Workbook for Mortgage Professionals

This comprehensive workbook, brought to you by Morty, is designed to empower mortgage professionals with the essential skills and strategies needed for effective lead engagement. Within its pages, you will discover:

• Best Practices for Mortgage Loan Officers: Learn the characteristics of a “Good Mortgage Loan Officer,” emphasizing effective relationship building, strong customer service skills, attention to detail, problem-solving ability, continuous learning, and ethical conduct. It also highlights pitfalls to avoid, such as lack of product knowledge, poor communication, and resistance to feedback.
• Preparing for Success: Dive into crucial preparation steps, particularly for phone calls. This includes checking baseline information on customer’s mortgage transaction, such as the purchase stage, state and town, pre-approval status, and general information about income and assets6. You’ll also find guidance on crafting a personal introduction and essential questions to ask during initial calls, like “Is this still a good time to speak?” or “Are you a first-time home buyer?”
• Strategic Outreach Plans: Implement a practical two-week outreach strategy, complete with sample daily activities for “Week One” and “Week Two”. This plan details how to manage initial email outreach, follow-up emails and calls, review activity, and phone calls, ensuring consistent engagement with potential clients. The plan also provides advice for sending SMS reminders and encouraging ongoing dialogue, even if borrowers don’t transact immediately.
• Tips & Scripts: Gain access to valuable tips and conversational scripts to navigate various interactions and refine your communication skills, helping you present product actions and summarize benefits.

This workbook is your essential tool for building strong borrower relationships, improving communication, and ultimately, driving successful lead conversions in the mortgage industry!