In one of my last posts I wrote about converting internet leads or as I called it, successfully navigating “Distrust Mountain“. I received a ton of response to that post via email and the number one question was “What is the answer, what are the tactics?” to this statement in my original post:
The ability to climb that first, nearly insurmountable, face of defense on Distrust Mountain is what separates the good loan officer from the average one who is struggling to earn a paycheck. I call it scaling the face. Scaling the face requires all sorts of special talents including building rapport, telling a compelling story, having a unique selling proposition, displaying excellence and professionalism, building on small commitments, and numerous others. The tactics for doing so is a topic for another post, but needless to say, that wall is there and needs to be scaled.
I’m sorry to disappoint, but I have no magic bullet. I am sure that you all suspected that to be the case; for there truly is no such thing – if there was we would have all seen the infomercial. There are no gimmies in the sales world (thank you for listening, choir). With that disclaimer out of the way I’ll do my best to outline the best practices THAT I HAVE FOUND help successfully close internet leads. Unfortunately it’s a long process and I’ll need to break it in to a handful of posts over the next week to keep your eyes from falling out of your head; but I will get through it — bear with me.
I think our approach works pretty well; I also know that there is room for continual improvement. I don’t purport this to be the best or only way to convert internet leads; but it is our way. Our un-audited results indicate that we receive a return of about 5 to 1 on our investment in internet leads; and we’re pretty happy with that. If you want greater ROI, you’ll need to do a better job than Read more
I just wanted everyone to know that I am the “Top Blogger.” I also host the “Fastest Growing Blog” in America. I have the “Highest Reader Satisfaction On The Web,” and I was voted the “Best Wife In The World.” There, I said it. 
Greg mentioned in an email an “overture” and I thought he meant that he wanted to share the link love. It wasn’t in Latin, so I grazed right over it- I completely missed that he was inviting me to be a Bloodhound Blogger! My first response was telling my husband that Greg was making fun of me and using words that I should know (umm, I do have a B.A. in English, but I haven’t practiced in a while, so my fluency is fading…).
Lani Anglin is the Texas-proud provocateuse at the spunky Realtor Wives weblog. By day, she works as a rainmaker for Single Pointe Realty. With two kids, three cats, a dog and her husband, she finds a way to stay busy.
Jeff Kempe knows a thing or two about Nordstrom service, having sold for them and to them for many years. Jeff has been selling real estate in Lake Oswego, Oregon, a suburb of Portland, for the last three years.
Bruce has a background as a lobbyist and has written several books. These days he seems to spend most of his time letting various government divisions (with loads of emphasis on the federal government) know “what is good for consumers”. He has a big heart, he just wants to help. He is quite secretive on who pays him. But he has come right out and said it is NOT Bank of America – so my guess on that is obviously wrong. I really don’t expect him to be forthcoming now – whoever does pay him doesn’t want anyone to know who they are.