Prospecting is an important part of a loan officer’s work that helps them to maintain a steady stream of new business. It can sometimes become such a natural part of the work that we stop thinking about our strategy. To get the best results, though, it’s best to check in on oneself from time to time. There are often ways we can improve, and the stronger we become in our prospecting, the better we can grow our business. So, what are some ways you can give your prospecting work a boost? Here are some ideas:
Thought Leadership
When you’re a thought leader, you’re an expert in your field. Your someone who has an online presence and voice that people trust when it comes to a specific topic. You’re the go-to person. This can give you a great deal of credibility when connecting with prospects. It also shows that you’re helpful and eager to share what you know. A blog is the perfect way to develop a thought-leadership platform. You can post articles regularly on your website and then also share them on your social-media pages. Maybe you often work with a specific demographic or specialize in certain types of loans. When you provide useful information in the areas you’re skilled in, you make it easy for prospects to get a sense of who you are.
Schedule It
Consistency is important when it comes to keeping the sales pipeline moving. You’ll likely have clients in different stages of the loan process, and you still need to give your attention to those potential clients if you want to keep business alive. Instead of prospecting when business is slow or when you happen to find a window of time, schedule it. You determine how often and how long you need to spend, but time blocking it on your calendar is a great way to support consistency.
Prepare in Advance
Preparation is powerful for loan officers. When you’re talking with a prospect, you want to ensure that you convey the most important messages in a clear and memorable way. When you work out what these are beforehand, you’ll likely have a stronger delivery. This doesn’t mean just reading off a script. Instead, it means preparing your key points and feeling confident in your ability to express them. Loan officers can turn cold calls into warm calls with a bit of preparation as well. If you’re going to give a prospect a call, see if you can find them online first. The more you learn about them in advance, the better you can tailor the call to speak to their unique situation.
Get Out in Your Community
Not all prospecting is virtual. Get out in your community to meet new people. Networking events are a great place to start, but it’s wise to keep expanding. Perhaps you volunteer, host a class, or join a club. The more you get to know people, the more you can build relationships with those who may need a loan officer. The key is to make it a regular part of your prospecting regime.
Loan officers who seek to improve are the ones who find long-lasting success. They aren’t satisfied with the status quo and instead push themselves to achieve more. This is true when it comes to prospecting as well. No matter where you are now, it’s always valuable to investigate if there are ways to improve.
Kirk Brewer
Branch Manager | Loan Geek | NMLS #150287