In my last post, I laid out the best aged leads case for real estate agents and professionals who are wondering how to get leads and grow their real estate business. The fact is that insurance sales techniques are very versatile — numerous industries benefit from applying what we’ve learned about working with aged leads and building strong professional relationships with clients.
In this post, we’ll go into more detail about working with aged mortgage refinance leads and how real estate agents like you can use these leads to grow your business. Part of the magic is in selecting the right leads at the right time. From there, success comes down to how you work these leads. I’ll show you how to do both.
Choosing the Right Aged Leads
One of the first things to consider when working with aged leads is deciding what age of lead you want to work with and how many you want to buy. For The Aged Lead Store, leads are available for from 2–30 days old, 31–85 days old, 86–365 days old, and 366+ days old. Fresher leads cost more, ranging from $2.50 per lead to as little as $0.06 per lead when buying bulk.
Speaking of buying in bulk, aged leads are a numbers game for us sales agents. However, as I noted last week, it may be less important for real estate agents whether a particular lead has already refinanced since selling such products isn’t the aim of real estate agents. You may be able to turn a prospect who’s already bought into your future housing client.
Nonetheless, it improves your return on investment (ROI) to buy in bulk with aged leads. Say, you are interested in trying out 31–85-day-old mortgage refi leads. You could buy 200 for $250, 500 for $500 or 1,000 for only $750. The more leads you buy, the better your chances of adding more housing clients to your book of business.
Getting the Most from Filtering Options
One of the great things about working with aged leads is the wide array of filtering options. Buyers of aged leads can choose to purchase only the leads they want, based on some factors.
For real estate professionals, your business is local — Sarasota agents can’t do much with Seattle leads. Thankfully, you can choose to purchase only leads in your particular area of coverage. Aged leads can be filtered by state, area code, and even zip code — where you can include only the specific zip codes you want, choose zip codes within a particular radius or pick zip codes within a specific USPS SFC zone.
For aged mortgage refinance leads, you can also filter leads by loan to value (LTV), the refinance, and credit. For LTV, you can choose a supply of leads where borrowers have a minimum equity in their properties, say 10+% or 20+%. Filtering for leads that have only “excellent” or “good” credit could also be an indication of the lead’s ability to purchase a new home.
Our leads also allow you to choose your desired lead pool by loan type, with options such as conforming loan, VA, FHA refis, and more. This could be a great boon to the right real estate agent — say a veteran who now works as a real estate agent and specializes in the unique needs of other veteran homebuyers. The possibilities are wide open!
Contacting Your Leads
Now for the best results with aged mortgage refi leads, it matters how you go about contacting your leads. As many professionals know, there’s a narrow opportunity to hook a lead and get talking to you about their needs and goals.
With aged leads, going in blind is not recommended. We recommend using a sales script on the phone with new leads. It keeps you focused, consistent, and confident. Crafting a good sales script is almost an art. It has to be brief, but it also has to communicate who you are, why you’re calling, how you can help the lead, and why they need to take this call. You may want to work a specific hook into your script for a particular lead pool. Mentioning your veteran status could help when speaking with VA loan leads while touting your experience helping sellers benefit from equity with low LTV leads.
If you buy more than a handful of leads, you should also consider investing in a customer relationship management software (CRMS) tool, as well as an autodialer software tool. The first will help you organize your work and sort your leads into warm leads, cool leads, as well as sorting them by other particulars. A dialer can help you contact leads more efficiently, even working through your list up to four times faster.
Nurturing Your Leads
Finally, I’m sure most of you haven’t sold a home in one phone call, so you won’t be surprised to learn that working with aged leads requires some patience and persistence. Nurturing aged leads often means helping prospects with their questions, concerns, and sales objections. Trust is established, and professional relationships are often nurtured over days, weeks, or even months. This can mean some contacts — often six or seven for insurance sales — as well as a variety of contact types, phone calls, drip email marketing, postal mail, face-to-face meetings, or more for qualified sales prospects.
Still, many aged leads — about 45–48% — do eventually buy. That’s because aged leads are real leads, real people who are looking to take the next step financially, whether that’s investing in their current property ownership, lowering their interest rate and saving money in the long run, or taking advantage of a favorable market and selling their current home or buying a new one.
There are many opportunities with aged mortgage refinance leads for real estate agents like you. If you’re thinking about expanding your real estate business, I would highly recommend our mortgage refinance leads. The opportunity is there for the right professional.
Ready to take the plunge? Fill up your pipeline with a fresh supply of the best aged leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, mortgage refinance, real estate, or solar installation.