Streamline your opportunity sales process for mortgage with airSlate SignNow

How to create outlook signature

all right so today we're going to talk about a concept called pre-framing but before i go into that what i want to do is just kind of walk through the traditional buyer's journey in your case a borrower and then we'll explain what has changed in the sales process and what you can do to quickly adapt to that if that makes sense all right so a traditional um sales process and buyer's journey starts with awareness that's when a borrower you know becomes aware of who you are you're a stranger you were referred as an example the next step is discovery followed by engagement and i'm going to talk about each of these in a second just bear with me engagement and the last one conversion version okay so before i get into this one quick secret is that 99 of the originators in our industry are all focusing on one spot and after this once you understand pre-framing you're going to get a big leg up on your competition most people in the mortgage industry are hyper focused on conversion and traditionally that was okay because the sales process naturally flowed into it i mean i'll explain traditional versus new right now so in a traditional sales process you got a referral someone became aware of your services they needed a loan right so they had awareness now they're here and the process for discovery was really one of a few things there could be a phone call that's where you talk to them on the phone obviously they could come to your office or you could go to their house so usually one of those three things happened you got to know each other build a little rapport so really in the traditional sense the the buyer's journey discovery and engagement were basically combined because you got to you got to build a relationship at this stage and then hopefully end up with an application we'll call that the conversion for today now there's been a shift and again this is where pre-framing comes in huge so now the new way put right here um something happened where the awareness stage is still the same people find out about you the arguably one of the best sources of business is referrals in this industry means you're doing a good job built a name for yourself but what's happened is in the this discovery stage so again traditionally phone home or office that's rebuilding engagement well now what's happened is there's been a shift to self-discovery so before a borrower is going to raise their hand and invite engagement here they want to they want to do some research on their own who you know who is this company who is this person do i trust them do they seem legit like all that investigative pre-work almost like a pre-approval they want you they need to pre-approve you before they raise their hand and say yes please help me with my loan right so the major difference here is that in the traditional sense you had the ability to influence the outcome here and move this person into an engaged relationship and eventually now well now the issue i see that is if you're not pre-framing is that once the buyer or borrower gets here depending on what they see they're gonna go one or two directions right they're either gonna go no for a whole host of various reasons that um that they they could come up with or they're gonna say yes and they're going to raise their hand so the idea of pre-framing is okay so you can't control an influency outcome in the same way because you can't build rapport and build a relationship in the traditional sense but you can do that um leveraging the internet if you think of the internet as the new uh the new office or that new meeting ground what we need to do is ensure that when they're doing the self-discovery and here's my uh magnifying glass looking at you the things you can't we need to make sure the things you can control you are controlling and i'm going to talk about that in a minute in detail and how you can leverage pre-framing but i hope this is helpful and again if you if you leave with nothing else the the main issue here is that self-discovery has weaseled its way into the buying process and that's not going away so instead of fighting it let's embrace it and there's some quick easy things you can do to make that help you and get an advantage all right i'll see you in a second