For starters, understand that a mortgage lead provider does just that, they provide you with mortgage leads. It is entirely up to you, the loan officer to close the deal.

When you call potential clients, it is not unlikely to be confronted with some challenges, regardless of where your mortgage leads are coming from.

Here are a few hints for overcoming some of these challenges.

If you call a potential customer and they say that they are no longer interested in a mortgage, it is most likely because they have lost their nerve.

Purchasing or refinancing a home is a very big financial deal, perhaps the biggest financial decision a person will make in their life, so it is understandable if your customer gets cold feet.

Say something to this effect in the nicest tone of voice you have . . .

Oh, I'm very sorry to hear that, after looking at the on-line form you filled out, I was able to fit you into one of our mortgage programs that I am sure you would be interested in hearing about.

If the customer tells you that they are working with another loan officer. They either really are, or again, they may have lost their nerve.

Say something to this effect . . .

I'm really sorry to hear that. We offer some really nice mortgage products and I only wanted to take a minute of your time to go over some of our mortgage programs with you.

Although these approaches will get the customer listening the majority of the time, there are the times when it does not work.

Here are a few other things you can do . . .

Most mortgage lead companies supply you with an e-mail address, so e-mail the customer with some attractive mortgage products and tell them briefly about the benefits of working with you and your mortgage company.

Also, you can mail them out some flyers with some attractive mortgage products that you believe would meet their mortgage needs along with some of your business cards.

Whatever happens on your sales call, do not give up after one objection. If you have not been having success with your mortgage leads, than you need to come up with a new approach.

Remember. The mortgage lead company can't do the selling for you. Best of luck with your leads.