Sales lead qualification criteria for Mortgage

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in this episode of coach for you I'm gonna share with you how to get past sales objections I'm gonna share with you a technique that's gonna make you look at sales objections in a completely different way I'm also gonna show you how to melt sales objections before they even come up welcome to coach for you my name is Daniel nee cart I'm the sales manager at Tustin corporate I lead a team called ila Tustin Daniel and currently right now I work in the call center which is a little bit different I work for ila internal loan agents so majority of my business is done over the phone we don't in ila we don't have the advantage of actually seeing our prospects in person and gaining that that relationship in person and so majority of our business needless to say is actually over the phone fortunately I sit with some of the strongest salesmen in the industry let alone inside the company and so what I'm going to share with you are different techniques that I've learned as well as I've seen being used by the top producers at new American funding so with regards to sales objections when we when we think about the word sales objection initially it's our grind right it's it's the reason why most sales people do not like sales is because we believe and we tie rejection to objections meaning we believe they almost have the same effect are they same meaning when in reality an objection is actually a question about buying your product buying and learning more but as salesmen we can sometimes take it from a defensive state and so in this episode I want to teach you how to look at it in a different light I want to I want to share with you a technique that's going to put you more on offensive rather than defensive meaning anytime you engage with the prospect whether it's in person or if it's over the phone you're gonna run into some sort of resistance but let's understand why so the reason why we have resistance is because initially society is trained to avoid salesmen they don't like talking to salespeople they're on guard because why well they're they're raised to protect their money they're raised to ensure that they get the absolute best deal no one wants to feel like they paid more than they need to and so this is the initial point of view your prospect brings to the table again whether it's on the phone or it's in person just to know that it's there and so what I found is that the only real way to handle an objection is is first off it's best to do it before it even comes up and I'm gonna share with you how to do that but I want you to first understand the objection and understand the position of the objection and when and where it comes most of the time we're unable to complete a successful sales conversation ie the 1003 application the initial sales call that very first engagement that you have with your prospect we are unable to come to complete that process successfully because we are we are stopped it's almost like a big roadblock it's kind of like a wall that we need to get through in this wall is the objection typically that objection is what's your lowest rate I don't have time right now I'm not in the market or I don't qualify for the loan and you'll notice that most of the time if we allow that objection to happen upfront we are not positioned properly to have enough leverage to address that objection and so I invite you to prepare yourself learn how to prepare yourself so that you're on the offensive you're not on the defensive let me give you an example when we first engage with the prospect again whether it's by phone or its in person typically there are common objections usual resistance that we'll meet such as what's your price what's your fee you know can you beat this company these are already Givens these are external objections where we have challenged as salesmen is we have what's called internal objections meaning we doubt ourself and so we'll so we'll actually object to our strategy our method our confidence and when we have internal objections this actually exudes in your tone it exudes in your body language and more importantly it exudes the DES tone over the phone and so they can hear that you're in a defensive state but pay mind to how you actually put put yourself in that position and typically we do this by by giving control of the microphone by giving control of the engagement to the prospect and when we give control to the prospect too soon they are in a position where again they don't know us they're at a defensive State they're in a guard and so the only thing that they understand how to do is to ask for something for free or is to ask for the absolute lowest rate in order to earn the time and what I found work is that if you do not let them control the engagement of the conversation you're actually driving the conversation and that is important because you need to position yourself as the authority you need to position yourself as the professional but more importantly position yourself as a consultant not a salesman UCI if you think about it it's kind of like when you speak to a doctor a doctor is not selling you there's a tonality that the doctor has when he talks to you he's not asking you to take care of yourself he's telling you what to do to take care of yourself and keep in mind there's something authority about that right we never really ask like the authority figures they don't ask us if they can do the assessment they don't ask us if they can take the heart rate if you think about a cop they don't ask you if they can give you a ticket and so but that's their objective and so as salesmen why would we ask how can we help them we should already know how to help them does that make sense and so when we ask what your goal is or how are you doing today or how can I help you this is giving the the driver's seat and a driver wheel to the prospect now keep in mind the own if they don't know where they're going the only thing that they'll refer to is what they understand and so when you think about social media you think about media you think about billboards you think about any marketing advertisement anything that's that piques interest typically is something associated with something for free it's associated with something with a very very low interest rate and of course the fine print says the full details but keep in mind though that marketing and sales are two separate things marketing is going to connect you whereas sales is going to close you does that make sense and so a lot of the time we in sales sometimes get upset because the marketing says this one particular price the markets change and and sometimes it's outdated and it positions us at sales to go through this resistance and through this affection so I encourage you to not give control of the conversation instead remain in the driver's seat drive that conversation and go straight to the true reasons as to why they need the lower rate because when they ask you for the lower rate what they really mean is they need a lower payment it's just that they don't understand the dynamics and the logistics the the full detail of how mortgages work and so when when you get pride when you get objections about prize so you get objections about interest rate don't take that as guard as if you're on defense number one understand that one you allowed the objection to happen but number two when the objection happens you want to have enough leverage to still encourage them to continue forward and moving forward where you may lose is if you jump into OB or if you jump onto rate sheet and you start pricing deals right after you settle oh not only would you be doing a disservice to the prospect but also to yourself because you're not setting the tone of that engagement to be proper and you're not setting it to a tone of really about helping that person and so when we understand why they really want to lower rate we're gonna find that they actually need a lower payment and then you'll find furthermore that they need that payment because they need to to solve a problem and the problem is what we really need to extract and so the question is well Daniel how do i how do i melt an objection before it even happens and I have a sales script for you by the way which is available at sales remaster com I actually do sales coaching and have a brand that's available on YouTube it's available on Facebook it's available on Instagram and if you're on these platforms check it out just look at at sales remastered or simply search inside that application hashtag sales remastered you're gonna see all the posts that I've done recently and I do it daily I do I do uploads on a daily basis as well to the YouTube channel that actually shows you insight information of what other loan officers are going through and I think you'll find that you actually go through the same objections well I share this scrip at sales remaster com that enables you to take control of the conversation and it does it drives the conversation it positions you to ask important questions that allows you to sell the remainder of the conversation and more importantly build up the suspense and kind of the curiosity of what you have to offer and and the only way that I'm able to do this is to really address the objections right up front and so when I receive a call from a customer service representative and they connect me I Drive the conversation like this hey thanks for holding my name is Daniel I'm authorized to provide you with the information you need if you if you have a pen and paper go ahead and grab grab that now but what I'm gonna do first is just make sure that I can continue with this conversation I'm going to find out if I can help you and if I can I'm going to disclose it if I cannot at least I'll save you a bunch of time and I'll possibly point you in the right direction now let me confirm this property that we're talking about today this is your primary residence on my firt beautiful now I see that the last time you refinance was 2017 you did it with loan depot or you did it with Quicken and it looked like the balance that you wrote was about 215 is that balance still the same got it and any other debt besides the mortgage let's start off with credit card debt and do you see how I drove the conversation and I funneled in a direction where I know most of my prospects most of society is experiencing and it's that 8 out of 10 homeowners are living beyond their means meaning they're not bringing in enough that versus what's going out and so since I know that that's a sensitive topic I know that that gives me leverage to control the conversation if I go down that route and I extract the right information not only will I have enough information to keep the prospect moving forward to complete that application but then I'm going to build mystery and a lot of times the reason why we fail is because we don't bring enough mystery to the table we're more about history right we're more about selling we're more about asking we're more about offering instead we need to actually drive the conversation as if it's coming to them regardless because the truth is that they don't understand how the process has goes you and I we both do and so now we as professionals really need to take pride with our position we earned this license we positioned ourselves with the strongest mortgage lender in the country we are the professional and that is how you handle objections