Briana Wucinski
LinkedIn is a great platform mortgage professionals can use to initiate social selling with qualified prospects. Here are some ways you can leverage this powerful platform to connect with prospects and expand your sphere of influence (SOI).
  1. Socialize frequently – LinkedIn is a powerful platform due to its ability to connect qualified prospects with salespeople. You can keep top-of-mind with warm or “cool” prospects by frequently interacting with their material or sending them conversations via the LinkedIn platform.
  2. Send quick “check ins” – Keep your messages short. You can explain more at length over the phone or an in-person interview.
  3. Give more, get more – Giving your contacts great recommendations and helpful content will make them want to do something for you as well. Reciprocity is the language of relationships between friends, coworkers, and clients.
  4. Active listening – What is the market saying? What questions are being asked but not being answered? If your expertise can provide solid answers to them, then you may be rewarded as being an authority in that subject matter.
When you join Homebridge, you will have access to great pieces of content that will help establish you as an authority to prospects and current clients. If you want to learn more about how Homebridge can take your career to the next level, reach out to a Homebridge recruiter today!  
Briana Wucinski
If you want to hook more leads and close more sales, a great marketing tactic can do it. What is it, you ask? Asking questions. But not just any questions: open-ended questions. Open-ended questions are the sales professional’s Swiss Army knife because of three reasons:
  1. They allow the prospect to tell you what they want in detail
  2. They allow the discussion to present many options
  3. These questions build trust with your prospects
Here are some examples of open-ended questions: Fact-finding questions Fact-finding questions help you mine your prospects for information you will use to make the sale. Ask questions that tap into your buyers’ motivations. Drill down until you understand your prospects’ core needs. Is it security? Wealth? Status? Ultimately, learn how your prospects define homeownership. Examples include: Why are you buying a house? What excites you most about homeownership? Do you think you’ll reside in the home short- or long-term and why? Specifying questions Specifying questions prompt clients to reveal how interested they are in pursuing your products and services. They also expose client needs and factors that could influence the transaction and show how close they are to committing. Examples include: Who else is involved in your decision to purchase a home? Trust-building questions These questions help you connect with your client on a personal level and build the rapport that will help close a deal and create a lasting referral relationship. These questions dig for your prospects’ values and interests. Examples include: What concerns do you have about homeownership? What do you like best about the neighborhood? Using technology to close the gap With the suite of tools involved in our new integrated marketing and technology platform, Growth Engine, you can close sales faster. Our video tool, Vidyard, is designed to put you face-to-face with prospects and clients and ask great questions without requiring a physical meeting. Vidyard is just one tool that decreases the time from prospect to sale along with others in Growth Engine. Contact a Homebridge Recruiter to find out how Growth Engine can grow your business.