While some loan originators prefer old-fashioned sales methods and others say their lenders prohibit them from being active on social media for business, the real reason originators often fail to leverage social media is they’re reluctant to learn something new. Today, social selling is essential if loan originators want to build awareness among potential customers and referral sources and get noticed in their marketplace.
Why? In a recent Mortgage Manager Playbook podcast episode, Shondell Varcianna, CEO and Founder of Varci Media, said it best: “You have to be where your ideal customer is and if you’re not, you just won’t get the business. It’s that simple.”
Prospects have no shortage of options for who they can work with to secure a home loan. Likewise, referral sources have an endless stream of loan originators they can direct business to.
Originators who maintain a dynamic online presence while providing prospects and referral sources with valuable content will have a competitive advantage over loan originators who choose not to engage on social media.
Do your loan originators have the social selling skills to capture the business they need to finish the year out strong?
Pat Sherlock is the founder of QFS Sales Solutions, an organization that helps organizations improve their sales talent management and performance. For more information, visit https://patsherlock.com.
