Can I make your life 20% easier?

Let’s get you better equipped to crush your initial loan consultations. 

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Let me ask you this… 

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Who are the professionals you’ve come across that have made a lasting impression on you?

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I can bet it’s almost always those people who took the time to really talk to you, to understand what you needed and made a concerted effort to treat you like a real person.

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Not the person who was all show, who looked good on paper but when the time came to get the work done, they missed the mark or left you unimpressed.

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Whether that's a 5-minute interaction with a sales associate in a department store, or your annual checkups with your primary care physician, the truth remains…

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People like to be treated like people, not transactions. 

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As someone who’s done over 3,000 home loan consultations in the past 10 years, I consistently get the best feedback because I do exactly that.

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It’s like a Michelin star rated McDonald’s:

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High quality and high quantity. 

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And because I’m a creature of structure, I made a conversation framework that I abide by every time to really stand out on all my initial loan consultations. 

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First, go through your standard introductions of course and exchange some simple pleasantries. 

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Once that’s done, use this transition line:

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“…well, I’m excited for our time together and to really understand what’s important for you. Few questions to help me best serve you:”

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Now it’s time to hit your key points to get to know them and their needs:

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1. Time Frame: “What’s your timeline or goal to purchase your home?” 

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2. Location: “What neighborhoods or towns are you thinking of purchasing in?”

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3. Property Type: “During your free time, have you been searching for homes online? …what property types are you interested in: single-family, condo, townhome?”

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4. Price Point: “I am going to help with this, but what price point range have you been searching for?”

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5. Total Monthly Payment Goal: “It’s my job to help you understand a good comfortable monthly payment so you can still save, but have you given some thought on what range you’d like to stay within for your total monthly mortgage payment?

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6. Total Cash-to-Close: “I will help you understand what the different down payment options are available and what total estimated costs will be, but have you given some thought on what range you’d like to stay within for your down payment?

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7. Cash vs. Payment: “If you had to stretch one, either the down payment or monthly payment, which one would it be? In other words, which one makes you more nervous, the down payment or the monthly payment?”

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8. Length of Loan: “Last question for now, but if you had a crystal ball, do you think this next home is a home you’d keep 1-3-years, 3-7 years, or 7+ years?

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And your closer…

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“…thank you for sharing all that with me, I took good notes on all this so I can properly advise you!”

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I can’t tell you how often people thank me for taking the time to be so thorough and ask those specific questions. 

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Prospects will feel your excellence. 

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And over the next few weeks, I will show you exactly how to sniff out rate shoppers AND if your Real Estate Agent partners are referring you strongly by asking a few key questions upfront. 

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Here are your action steps for today:

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Get a call with a potential client on the books, and prep your own version of this script. 

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I guarantee it’ll stop any rate shopper in their tracks and choose to work with you. 

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Whenever you’re ready, here’s how I can help you!

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• Book a call to speak with one of our advisors about joining the Growth Only Community.
• Join our Facebook group for Top Producing Modern Loan Officers.
• Connect with me on social!

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