What Will You Say When They Ask?


LO TIP OF THE WEEK- What Will You Say When They Ask?
Dec. 17, 2014

It’s Holiday Party time and you will soon be meeting with old friends and family and of course meeting new ones. They will ask you – What Do you Do ? and How’s Business? Do you know what you will say when they ask?

WE ALL HATE RATE SHOPPERS RIGHT?

But when you tell people you are a loan officer or mortgage expert or originator the only question they know to ask is “What’s Your Rate”

What is Your Rate2

To stop this you MUST create a UNIQUE SELLING PROPOSITION for yourself.

Here’s mine- ” I help buyers who have had a bankruptcy or other credit challenge get into a home with low downpayments (FHA and BACK TO WORK) and attractive rates”

The response then becomes “WOW – How do you do that?”

The conversation will inevitbly turn to their current real estate situation!

It doesn’t mattter what your niche is…. you just need to pick one.

Here’s a formula for you:

I help ___________(problem people have – ex 203k-VA-Construction-Reverse- first time buyers- boomerang buyers etc)
get into a home with ______________ and _______________.( your solutions)

This works and I hope you will try it. People ONLY ask about your rates because they don’t know what else to ask or how to best separate you from your competition. Everyone wants a great deal- and no one wants to get taken advantage of in a scenario where they lack information.
So give them THE REASONS to use you.

Now I know you are probably thinking – If I say this I will miss out on other deals- The truth is actually counter intuitive. Your clients and prospects still see you as a mortgage person- but the rate queston is now gone since you have instantly positioned yourself as the expert.

I would love your feedback –
Brian Sacks

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Motivational Quote Of The Week
“The chains of habit are too weak to be felt until they are too strong to be broken.” – Samuel Johnson: English writer

Members Speak

“I am a ‘Gold’ Member of your Loan Officer Success System and I also receive your Outside The Box monthly newsletter. In addition, I joined your ‘elite’ Mastermind Coaching Group. I find that in an ever changing and challenging market, you bring insightful and useful information and strategies that can be implemented immediately and creates tangible results.

It has been over a year now since we have stopped buying telemarketing or internet leads. In a market where other Brokers and Loan Officers are struggling for business, we are experiencing record months, about 65% purchased loans. I get calls from Realtors that I have never met, who were referred by other Realtors. They ask me what they need to do to use my services. What a great position to be in. I hope this testimonial will spur other Loan Officers to learn ‘How To Close More Loans, Make More Money, and Have A Life.’ Thank you Brian!”

Don Davis, Marysville WA

DonDavis

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