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New Mortgage Broker or Loans Officer; Winning Your Sales Prospect Part 4; Interest Rate Objections - YouTube
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Hi there this is Rich Grof from RG
Performance Sales Coaching and
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Leadership Development. Today we're
talking about starting a business as a
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mortgage broker and our sub topic, or the
main topic is winning your sales
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prospect. So in our last video we talked
a lot about the overview of how you
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start your mortgage brokerage business.
Today we're going to actually talk about
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that moment in time when you actually
bump into somebody and you want to make
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a good impression and you want to start
them in your sales process effectively
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so you can come up the tail end
with a potential prospect or client
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signing some documents. If you don't do
it right, what ends up happening is you
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lose it and somebody else gets that
client, and that's his fair game. So how
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are you going to prevent this from going
left or going right so you end up
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working with a client? Well we're going
to start working on some very basics on
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this today, and so let's get started
shall we!
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You know the biggest problem that we run
into is what we would call commission, or
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the interest rate thing where
everybody's trying to bed out each other
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for the interest rate and they're all
talking about interest rate, interest
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rate, interest rate, interest rate. So if
you ever get that objection showing up
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I'm going to give you a little clue. The
only reason that shows up as they can't
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differentiate one person to another. And
so your job is to show them that you're
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much different by understanding them
better, you know the more they
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feel that you understand them the
less likely they're going to be
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resistance to moving, or make that
resistance move, to another particular
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mortgage broker, because
they're going to get a quarter percent
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difference. So your job is to connect.
Your job is to find somebody if they
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don't resonate with a feeling of sinking,
or overwhelming debt, or whatever they're
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probably not a refinance. Now if they're
thinking to moving and they're really
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excited about buying their first home, or
those types of things, those are again
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different types of emotional hooks and
language that you need to understand.
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Take your ideal client, write out all the
demographics about what you know with
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them, the first home buyer, the buyer
that's going to their second home, the
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person that's going to refinance due to
debt consolidation, the person is
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refinancing to purchase a business and
or pleasure boat ,or something more
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important like that, you know get those
all on paper and figure out what they're
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going to say, what the emotion is first,
and then what the words are that they're
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going to use to describe it and that's
how you're going to turn around and get
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differentiation between your ideal
prospects and your ideal clients, because
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that's really critical, because when you
get the opportunity to shake someone's
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hand the faster you make contact with
them and you get to the place where you
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tell them, and they communicate in such a way back and forth that you know that
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you are working with the right person,
and they know that they're working with
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the right person, their eyes light up
because they go wow this person gets me,
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when that happens you have yourself
somebody that you can keep all the way
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through the process, and more than likely
get them to a place where they're
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signing the documents that they need to
help them move their mortgage the way
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they want to. So here's the
tip: make sure you get it. It's again
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the emotion, emotional hook, and number
two, make sure you understand the
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emotional language, this is all about
your discovery process so if you don't
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know what that's all about you need to
get some information about your
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discovery process, head back to RichGrof.com
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and check out all of our information so
that you can understand just how
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valuable this will be the next time you
bump into the opportunity of a lifetime,
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because when you find that opportunity
of a lifetime, you've got to seize it in
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the lifetime of the opportunity. You
won't be able to go back and do a
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do-over. You're just going to have to
nail it on the spot. You may have only
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two minutes to make that impression, and
you can do it, or you won't, but it may
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cost you a couple extra thousands every
time you miss it, so knowing this gives
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you the opportunity. This has
been Rich Grof from RG Performance
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Development. My goal here was today that you get an overview about how to start
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your business so that you're not making
costly, costly mistakes. Please check out
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our website because there's more free
information there than you may think, and
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if you've got some questions you know
how to reach us, you can just contact us
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through the website, that would be awesome. Please check out the other videos,
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we're going to continue this session in
parts two, three, four, and five as we go
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forward, I'm not sure if there will be
five, but we're going to continue this so
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that every time that you turn around
they'll be another video here for you
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look at. It's been my pleasure, have
yourself a fantastic year!
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