Where Top Originators Come To Learn The Most Up To Date Field Tested Strategies for Closing More Loans -Making More Money and EnjoyingLife
LO TIP OF THE WEEK- Should You Fear Them?
Jan. 22, 2015
Nothing takes the winds out of your sales faster than a rejection when you are on a sales call. However the truth is most of these “rejections” are simply because you have NOT shown value.
REMEMBER- that HOW the agent or client got to you matters
Who did the chasing?
Who needs who in the relationship ? Are you prepared to walk away?
Just yesterday I had a client tell me that our rates were higher and that he had been shopping. Most might just drop their pricing to get this deal.
Instead I told him he was right to shop – but then I taught him how to shop
-Speak to each lender on the same day
– Ask about fees
– Ask about points
In this case- it was a 5% down with a non-occupant co-borrower so not every lender could even approve his loan- I TOLD HIM THAT A FEW TIMES
We were due to meet last night for loan application. I told him to please let me know one way or the other. That it was ok to go elsewhere as long as his loan would be approved and he did a fair comparison. I mentioned a deadline- “Please let me know by 3pm because I have another client who I am meeting who would love to come in earlier but I scheduled him for6 since you wanted my 5pm slot ( supply and demand).
Would you do this?
He saw immediately that I was professional- not combative- not salesy.
I educated him.
I set expectations.
I gave him a deadline.
—I am in the office right now setting up his loan for procressesing—
“You never know when a moment and a few sincere words can have an impact on a life.”
Zig Ziglar: American author, salesman, and motivational speaker
Before I became a Loan Officer Success member I really did not have a system, a structure or a plan to grow my business. Since I have become a member and a Mastermind Coaching member, I have used Brian’s system to generate additional business and income. The guidance and advice I have benefited from as a One on One Mastermind Coaching member has really helped me to effectively structure my business and shown me how to successfully grow my company. I plan to continue in Brian’s Coaching program for a long time to come.
Debra McKoy, FL
www.AgentsChaseYou.comJOIN US ON FACEBOOK
http://loanofficertips.com/wp-content/uploads/2015/01/chase.jpg300400adminhttp://loanofficertips.com/wp-content/uploads/2015/03/LOTips.pngadmin2015-01-23 02:22:092015-01-23 02:22:59Who Did the Chasing?