Words are fun. But how do you use them very powerful. You can instantly change your image from a rookie loan officer in a top-producers at one time. Proceed as follows, the words when you are with a perspective guides the conversation, and may even be the deciding factor in whether or not you receive the loan. Well, what to say and how to say, how much money they deserve to decide this year.
Here are some of the key phrases that I always teach my areStudents to ask their customers:
"Have you seen all the other prices that interest you?"
This is a great question to ask yourself how much the view has been shopping around to judge. If they have a record already in the eye, see if you can beat this rate. If they make an interest rate that sounds too good to be true, and they died, which sets the rate, then you should know in advance to avoid wasting your time. With this sentence, the point of view will be their ignoranceCards.
"How long you want to close?"
This gives you an idea of the customer's time frame and motivation. If they are ending a lease / purchase of a home in the near future, and the purchase of a property, you want to make sure they are aware of the times. You can connect more quickly than other lenders? Yes, and with experience you will know who is on loan with the place. You want the customers' expectations with regard to the loan and the timeframeinvolved. This application is based on the same side as the perspective and allows them to know what to do with them for the business.
"When you want to start?"
If sales go well, and you can get the conversation on flip of "You and Me" in "us and us', use the phrase to say to the client," Yes. "If the sale is to be made up, the answer is almost always the feeling that "I want to go. What do I needdo? "This is your green light. Take it.
"What do I need to know your finances? I want to be sure you get the lowest price possible."
I like this phrase, and is also included my Sink or Swim http://www.loanclosingsystem.com worksheets I use it to look like all the little bad "surprises" that arise on the road to explore. Customers do not tell their dirty secrets, but this phrase belongs to distribute securities before the bombs explode. Believe me, saveAn enormous amount of time and many headaches!
"What do you think?"
I use this expression, a response from the customer to collect and receive feedback. When the conversation died away and you're talking about here, much of the stop. Asking, "What do you think?" and wait for a response. It gives customers the chance to catch his breath and answered.
"What loan program you prefer?"
This rate changes, a "yes-no", the decision in a "yes" decision,and assumes that the prospect of going forward. Through the use of wordage This assumes that the loan is in progress and heading to the closing table, the client will accompany you for the trip. Like magic, the loan process has begun!
"To give you the lowest price I have to gather some more information from you. Have a few minutes?"
Never, never, never the word "tell application". Frightens people, it costs you the loan. What I always say: "Ineed a bit more 'to collect more as the rate down, you can see, you have few minutes? "This way of beginning to fill the demand for 1003, without knowing the prospect of an application. Also, there is' once again emphasizes the advantage of the low. It is the rate of incentive to use with the next stage of the process is completely driven .
And my favorite phrase of all time ... "Ok, now we want to take a quick look at your credit card. What's your social?"
WithIdentity theft at a historical high, this barrier is always the most difficult to enforce. You can make the loan or an exact price quote, without the credit report, but can be annoying. Never say never, "we need to pull the credit." To see a loan that is afraid to talk. Think ... "Pull My Credit!, Oh my god! This means that there will be questions on my report, my score will drop and put the black list and never had a credit."Instead, only saying: "We just need a quick look at your credit to take, what's your social?" Can not see how threatening the sentence better? Not so scary after all, is not it? Only a little, 'Itsy, Bitsy, Teenie Weenie, small, small, small, sweet, quick, Weeki peek Mini. ;-)
How many offers have lost with the words "wrong"? I bet it's more than we care to count. On your next loan, try some of my sentences, and immediately see the impact on your wallet.
No comments:
Post a Comment