I’m going to give you one of the best “scripts” to convert a group of prospects into closed clients.
By the way, one of the things that will likely bring you more success than any other one thing is… “Conversations by design..” Some people call them “scripts”.
Having a set way to answer those “Frequently asked questions”, you know, like “What’s your rate?”, knowing exactly what to say, based upon what answer consistently gives you the highest conversion rate… well, it’s just the smart (and profitable) way to do things.
Here’s one that has done me very well over the years…
When you find a client that is in a “pickle” for some reason, say going through a divorce and now is either buying their own home or refinancing out of the ex-spouse, or perhaps their credit report has some things on it that could be affecting their options, here’s the basic “conversation by design” template…
- It’s not your fault
- It’s going to be alright
- Here, let me help you
Let’s walk through that.
#1. “It’s not your fault…”
Look, it’s embarrassing enough to stand financially naked in front of somebody. As loan officers, we see the good, bad, and ugly. Remove all judgement, shame, and guilt. Those are poison to people and totally uncool for them to carry that bag of rocks around.
We’ve all done things and been through things that are tough. Just be cool with them. “Hey, it’s not your fault that you are in this situation, I see this kind of thing all the time.”
#2. “It’s going to be alright.”
That simple statement will calm the most savage beast down. And by the way, it IS going to be ok. Typically we aren’t talking life or death here. It’s very likely no one is going to sleep outside tonight.
“Hey, it’s not your fault that you are in this situation, I see this kind of thing all the time. First of all, I want you to know it’s going to be ok…”
#3. “Here, let me help you…”
Now just help them map out a plan and guide them on what to do. Perhaps they need help restoring their credit. Find a pro that does that.
Maybe they don’t need the down payment that they thought they needed. Perhaps you have “no down payment” or “low-down payment programs” that they qualify for. Maybe some gift funds solve the problem. Maybe it’s something as simple as letting them know that while they don’t qualify for that price of homes, they do qualify for these other homes.
I find on this one it’s just a matter of telling them the truth.
“Hey, it’s not your fault that you are in this situation, I see this kind of thing all the time. First of all, I want you to know it’s going to be ok. Here, let’s grab pencil and paper and map out a plan, sound good?”
You’ve taken away the guilt or shame, you’ve comforted them by letting them know you are the expert, and you are going to help them. That’s a killer “Conversation by design”.
Put this to use, and let me know how that works out for you.
By the way, if you find your loan volume down this year, or it’s not as high as you would like, or you find yourself working more than 32 hours a week…
First of all, it’s not your fault. Heck, you are likely doing things the way you were taught in the past, by people that didn’t know there was a better way.
Second thing I want you to know is that it’s going to be ok. Look, any of us that’s been in the business for any length of time will tell you that the market changes often. It’s going to be ok as long as we make sure we are adaptable and make the changes that are necessary.
And finally, I can help you. I would love to help you map out a plan for, not just surviving, but THRIVING with the changes that we’ve seen recently, and the changes that we haven’t seen yet…
Imagine what it will feel like when you are drastically increasing your business, closing more loans, yet clocking out at 5pm and leaving your laptop at work. That’s not a fairy tale. Many of us are doing just that.
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