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Move beyond faceless interaction
Large companies have been using virtual meetings for years. You've probably even been in one.
Virtual meetings are amazing. You hear. You see. You participate. There is total sensory interaction. Until now, these systems were expensive, and you needed to be a techie to understand them. Forget the past and imagine this scenario: When prospects receive your e-mail, they see an interesting subject line, such as "Meet me virtually and see your savings."
When they call, ask, "Do you have access to your e-mail right now? If so, I'll send you an invitation and show you exactly what your savings will be, and you'll even see me."
Your prospect suddenly sees your photo or your live video feed. You've branded yourself on the first call. You are a real person, not just a faceless voice on the end of the line.
Rather than describing, faxing or e-mailing solutions to your prospects, you show them while on the phone, right from your desktop. They see exactly what you are saying and process it in their own unique learning style. You find them making faster decisions to do business with you.
When they receive your documents for signatures, your customers sign and return them quickly because they have already seen them and you. There are no surprises and fewer questions, and you get more referrals.
And the next time you find your borrower saying, "There better not be any hidden fees," you can say, "Let me show you exactly what your costs are" as you review the good-faith estimate in real time.
The future is now
Virtual mortgage meetings will dramatically improve your borrowers' experience and give you the unfair phone advantage with every prospect. Picture your revenues climbing as your conversion ratios increase with the same number of leads you're already generating. As you think of your existing client base, your mind will identify new marketing opportunities. You are converting more prospects as you focus on borrowers' learning styles and experiences. It's simple, easy and fast.
I predict that by the end of 2007, instant virtual mortgage meetings will be the industry standard. In fact, your prospects will demand them.
Jim Enright is a partner in Lenders Insight, former mortgage company owner, past National Association of Mortgage Brokers secretary, NAMB board member and two-time North Carolina Association of Mortgage Professionals president. He can be reached at (919) 459-1078 or firstname.lastname@example.org. To claim your white paper, "The New Rule of Client Communications," or to sign up for a free virtual-meeting Web-inar, visit www.lendersinsight.com.
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