TopOriginatorUnderground - The Problem With Scripts and a Resource
This why shoppers shop and agents avoid you
TopOriginatorUnderground - The Problem With Scripts - And A Resource
This why shoppers shop and agents avoid you
What do you say to a rate shopper?
This is the email I received this morning from an expert in our industry. Maybe his script works or maybe it doesn’t.. But truthfully that is really not the question!!
THE REAL QUESTION IS HOW DID THIS PERSON FIND YOU ???
Let me explain…
There are various levels of interest and intent
How they arrived to speak with you MATTERS more than what you say…
You cold called an agent or emailed them
THAT IS A VERY COLD LEAD AND YOUR CHANCE OF SUCCES IS SLIM
They were the listing agent on your transaction..
Little better since they had a chance to see the service you deliver
They were referred to you by an agent they respect..
Much better… they are arriving warm…
They attended and educational event you gave and learned new information
and liked you
THIS IS PROBABLY THE HOTTEST… a layup if you build the relationship correctly
NOW LETS TALK ABOUT PROSPECTS
Did they find you online and have no idea who you are?
COLD prospect - maybe a shopper
They were referred to you by their agent
getting a bit warmer but not hot yet
They did their previous loan with you
hotter
They attended an educational workshop or saw you on tv or listened to your radio show or podcast or watch your youtube channel
Hotter- they feel like they know you already
THEY have an issue and were referred to you by a professional they trust
Like their accountant or attorney
I just did a chapter 13 bk cash out refi referred by the attorney
and am closing a divorce buyout that was referred by the divorce attorney
Neither of these folks even asked about the rate- just what their payment would be
DOES THAT MAKE SENSE?
There is no 1 size fits all script- and the script is MUCH LESS IMPORTANT than HOW THEY got to you in the first place
MORAL OF THE STORY- spend less time on scripts and more time on making sure they are sold on you BEFORE they call…
would love your thoughts
BTW- as you already know I am a student of influence and persuasion
One of the people I have learned a lot from is Robert Cialdini
he has a book just on this topic - grab a copy and read it
Its called PRE SUASION
Here’s the link https://amzn.to/4iPSqov
Feel free to share this
Dedicated To Increasing YOUR PRODUCTION
Brian Sacks
BTW- I will be doing a workshop on 2025 planning to make sure it’s your best year ever and am also working on a new program for you called Zero Resistance Originations