Mortgage telemarketing is
one of the most competitive types of telesales and requires persistence
to be productive.  Outsourcing your mortgage telemarketing campaigns
can be a smart way to achieve high call volumes without working 12 hour
days.  It is necessary to have all of your ducks in a row prior to
launching your project.  Preparation should include hiring a
telemarketing company to handle cold calling, defining your target
market, and supporting your outbound calling campaign with additional
marketing channels.

Telemarketing Call Center:

First,
you must choose a reputable telemarketing center to handle your calls. 
You can search online, use social media, or word of mouth to find the
right call center.  Be sure to check the call center's website for
testimonials and speak with its management prior to selection.  After
you have narrowed down your search to a few call centers, touch base
with the telemarketers who will call your lead lists.  Make sure that
your goals are in line, and that the call center agent has experience such as, prospecting new clients, developing new business, and meeting an individual sales quota.  The
ideal telemarketer will have excellent cold calling skills, the ability
to set firm and qualified appointments, persistence, and should be
money motivated.​  Choose the telemarketing center that provides your
company with a telemarketer who sounds good on the phone, is
competitive, and driven to succeed.  Real estate virtual assistants can
be effective in this role.

Defining Your Target Market:

​
Once you have found a call center that will outsource telemarketing for
you, you need to have a plan of action for targeting prospects.  It's
probably a good idea to go after the low hanging fruit first, and work
on the harder leads later.  The best group to initially target is
probably homeowners with high current mortgage rates. These leveraged
homeowners can be great prospects for loan refinancing, especially with
30 year mortgage rates at some of the lowest levels in recent history. 
Another good group of borrowers to call is homeowners with second
mortgages.  They are often strapped for cash and are good prospects for
equity loans.  If you are looking for reverse mortgage leads, senior
citizens seeking a better quality of life are great prospects for your
telemarketing program.  Last but not least is subprime borrowers.  As
you might have heard, these homeowners have high monthly payments, and
you can provide them with an opportunity to refinance their bad loans.

Marketing Support:

While telemarketing outsourcing will alleviate some of the
burden you face in generating new business, it is crucial to remember
that your telemarketers face intense competition, and it is your
responsibility to provide them with marketing support.  A popular and
effective method to assist your campaign is to complement your
telemarketing with direct mail.  Create a simple and to-the-point
mailpiece and send it out to the prospects who will receive calls. 
This will also give your telemarketer an icebreaker to get a
conversation started.  

These are basic steps you should
follow to get your campaign off the ground and business in the door. 
As your campaign matures, you will surely have new ideas and ways to
improve upon your initial project.