My post-closing consult framework >>>

There are 5 major points of a sale:

‍

1. Lead to Appointment (LTA)

2. Initial Loan Consultation (ILC)

3. Rate Lock Consultation (RLC)

4. Post Closing Consultation (PCC)

5. Annual Mortgage Review (AMR)

‍

Now most LO’s would think those first 3 are the most pivotal in your business, but you gotta play the long game here…

‍

With a dialed-in PCC, you are opening the biz floodgates.

‍

So today, I’m gonna give you my Post Closing Consultation  framework that turns customers into lifelong clients and high-quality referral sources. 

‍

You ready?

‍

Alright, first important part: having an organized list of your clients who you’ve already closed a deal with. 

‍

These are the people you’re going to spontaneously call, but when I say “spontaneous”, I don’t mean totally random. 

‍

For this method, I use a “777” database tactic:

‍

> Closed a loan in the past 7 days

> Has a home anniversary in the next 7 days

> Has a birthday in the next 7 days

‍

That way, you’re going into these calls with a clear intention. But it requires curating and caring for your data bank. 

‍

Conduct these calls during a specific time block every week – for me, it’s Thursday mornings until 12pm. I call it my Power Hour: Database. 

‍

Now as for the call itself – it’s simple. 

‍

Start every call enthusiastically, no matter the reason for the call. 

‍

First, ask for their time (2-3 minutes tops, sets the expectation and doesn’t feel consuming).

‍

Then be sure to congratulate them on whatever milestone it is you’re calling them about. 

‍

If you’re talking to someone who just closed on a house or a loan, keep in mind they may be overwhelmed, so do some permission-based education. 

‍

“Now that you’ve officially closed on your [home/loan], I want to educate you on a few more things. Would you mind if I shared them with you?”

‍

Assuming they say yes, then you can dive into topics like:

‍

1st payment & escrows. 

Property tax exemptions.

Junk mail & refinance solicitations.

Refinancing.

MyHomeIQ or HomeBot. 

Referring a Financial Advisor if they don’t have one. 

‍

And most importantly…

‍

Feedback.

‍

Ask them for it – and don’t be afraid to ask for it in writing, too. 

‍

Make a request for an online testimonial, and ask for the referral business. 

‍

Here’s a little scripting you can use that always works well for me:

‍

“Thank you for all that feedback! Before we wrap, could I ask you for 2 favors?

‍

If I send you a link to my Google reviews, would you be open to writing a quick online testimonial for us? It would mean the world. 

‍

[pause, listen]

‍

“Thank you! Secondly, when the topic of mortgages comes up with co-workers, family, or friends, would you be open to saying you have  a great mortgage guy/gal?

‍

And ALWAYS be sure to end setting the expectation that you will be calling them once again during their next home anniversary.  

‍

Like I said, this not only plants MAJOR sales seeds in the future, it’s also a great source for referral business. 

‍

If you follow this, you’re going to build your reputation in a big way, believe me. 

‍

Mind you, this was just a bare bones overview of a much more detailed playbook I have on this topic (and it will still get you pretty far)…

‍

But I have to reserve that kind of resource for my GO! Community members. 

‍

So if you want access to more goods like that… 

‍

It might be time to join us.

‍