Empower Your Mortgage Sales Process with airSlate SignNow

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hi there this is Rich gr from RG performance sales coaching and leadership development today we're talking about starting a business as a mortgage broker and our subtopic or the main topic is winning your sales Prospect so in our last video we talked a lot about the overview of how you start your you know mortgage brokage Mo mortgage brokerage business today we're going to actually talk about that moment in time when you actually bump into somebody and you want to make a good impression and you want to start in your sales process effectively so you can come up the uh the tail end with a Potential Prospect or client signing some documents if you don't do it right what ends up happening is you lose it and somebody else gets that client and that's just fair game so how are you going to prevent this from going left or going right so you end up working with a client well we're going to start working on some very Basics on this today and so let's get started shall we the first thing that you need to know when you're working with your potential sales Prospect is your sales Prospect is somewhat a suspect first can't even spell it today your suspect is really somebody you may actually be asking a series of questions to to discover if they're somewhat interested in working with you or need your product or service so you're going to ask questions that kind of find out a little bit more about what they're doing so if you meet them at a networking kind of event or you're you're talking to somebody and you say well my name is Rich I'm a mortgage broker and they go great you know what I was thinking about doing some stuff with my mortgage what are the mortgage rates and we start that conversation and if that doesn't get things going you can do a couple uh you know have you ever thought about getting lower mortgage rate and if they say yeah or no and they don't seem too interested it's probably not somebody you're going to work with now if they come to you and they say you know I'm kind of curious about you know whether I should lock in I've got a variable rate and I'm not sure if I should lock my mortgage in or what's going on or how I can get rid of you know some potential uh penalties I might be facing if I turn around and go to the next you know house that we want to go to and they're looking for some advice and some information the number one thing I want you to make sure that you understand at this level here is you're just discovering if there a Potential Prospect and so you go slow if you go too fast here and you jump on them okay they're going to notice that you jumped on them and they're probably going to back off that's just natural if you go too slow and seem disinterested more than likely they're not going to be continuing on with you so you want to be attentive this is where great customer service comes in handy so if they ask you a question please answer it fully if they ask another question please answer it fully every question that you answer though should be including a statement at the end or an open-ended question now what's an open-ended question you know an open-ended question is nothing more than a question you ask them that could be answered with only a broad statement rather than yes or no so give you an example closed ended are you moving yes or no closed end question and if they and whenever you ask a closed end question most of the time 90% of the time plus you're going to get a negative answer so if you're anticipating a yes it's going to be no because that's just the human nature of things if you said have you ever thought about moving different but not quite good enough yet and just say have you if you've ever thought about moving where would you go to open-ended because they can't go yes or no to that question and so you're only going to ask those questions when you turn around and you're in the discovery phase it's to get more information so you can determine whether this is a potential client if they're not a potential client you're just maybe going to add them to your database because someday they may move someday they may need a lower mortgage rate someday they might need to refinance and if you get permission to add them notice I said permission to add them to your database um just in case case they need information about different mortgage rates and such you can help them now this has been Rich gr from RG performance development my goal here was today that you would get an overview about how to start your business so that you're not making costly costly mistakes please check out our website because there's more free information there than you may think and if you've got some questions you know how to reach us you can just contact us through the website and that' be awesome please check out the other videos we're going to continue this session um in Parts 2 3 4 and five uh as we go forward not sure if there'll be five but we're going to continue this so that every time that you turn around there'll be another video here for you to look at it's been my pleasure have yourself a fantastic year