At one time, borrower procrastination wasn’t a common problem, but has now become one, as more and more people got into the mortgage industry. Many of them were bad apples, incompetent or worse. Bad experiences and bad memories are what you are competing with.
For some customers, rate shopping is a game. No matter how hard you try, they will never go with you. They just want to see how low a rate you could get them. It may be that they aren’t procrastinating, but rather are just putting you off, because they decided to go with someone else. Anything they say such as “hassle”, “it’s not worth it”, etc. may be just a cover.
On the other hand, if the deal you give the customer isn’t meaty enough for them, ( meaning that they aren’t going to save a significant amount ), some customers will simply throw up their hands in frustration. These are the ones that have gotten burnt before in the process, leaving a sour taste in their mouth. For them, it’s just not worth it.
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