New Purchase Call Script

When you're working internet leads, you’ll need to tailor your approach a little to see the best results.

Take a look at this sample new purchase script for ideas:

“Good afternoon, is Peter Willis available? Hello Peter, this is Dave Marshall from SuperMortgage. I'm giving you a call because you recently requested info about getting a new home loan online, and you've been referred to me. I see you’re looking at a $200,000 loan for a new condo in Scranton. Is that still what you're thinking?”

Always start by making your prospect comfortable with why you’re calling. Remind them that they requested a rate quote, and that’s why you’ve been referred to them. Using the data from your lead demonstrates you’re familiar with their situation and are ready to help.

Now you need to get some more details that you can use to tailor the quote you give your lead. Remember to listen. Don’t interrupt your lead. Instead, encourage them to talk by occasionally saying, “Mmhmm”, “I see”, or “OK”.

“So I can help you get into the right program Peter, can you tell me how long you see yourself staying in your new home? 7 years? Great. Now based on that and all the other info you’ve given me, it looks like a XYZ program would be the perfect fit. The rate on that today is 6.75%. Your monthly payment for that would be $1,203, which is just about $200 less than what you estimated you could pay.”

Show your lead that you’re looking out for their best interests by taking the time to educate them.

“Now Peter, that rate quote I just gave you is based on the most current rates. But rates change every day — sometimes even during the same day. So be sure that if you’re talking to other lenders to have them give you a rate quote using the same interest rate as I did. Otherwise you’re not comparing apples to apples, and it’s harder to make the best decision possible.”

If your lead is enthusiastic, let them know you can take their app if they’re ready. If they seem a little hesitant, close by letting them know how available you are.

“It’s a good idea to take some time with this decision, Peter. Just don’t forget that rates keep changing, so it’s best to do your comparison shopping in a small window of time. I’ll email you my recommended proposal, OK? That way you can have it handy, and look it over whenever you have time. It was a pleasure talking to you today, Peter. Remember I’m always happy to help answer you’re questions… that’s what I’m here for!”

Want more marketing tips? Check out our other call scripts and resources in our Mortgage Lead Resources.

Find out how you can keep your pipeline full with our verified new purchase leads. Contact a lead specialist now.

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