Are Your LOs Leveraging the Power of Social Selling?

Patricia Sherlock

In my sales training classes, I’m always surprised by how many originators aren’t using social media as part of their sales efforts. While some LOs prefer old-fashioned sales methods and others say their lenders prohibit them from being active on social media for business, I find that more often than not, the real reason originators fail to leverage social media is they’re reluctant to learn something new.

Today, social selling is essential if LOs want to build awareness among potential customers and referral sources and get noticed in their marketplace.

Why? In a recent Mortgage Manager Playbook podcast episode, Shondell Varcianna, CEO and Founder of Varci Media, said it best: “You have to be where your ideal customer is and if you’re not, you just won’t get the business. It’s that simple.”

Prospects have no shortage of options for who they might work with to secure a home loan. Likewise, referral sources have an endless stream of LOs to whom they can direct business.

Originators who maintain a dynamic online presence while providing prospects and referral sources with valuable content will have a competitive advantage over LOs who choose not to engage on social media.

Do your LOs have the social selling skills to capture the business they need to finish the year out strong?

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