It allows you to correct any misconceptions they may have The more you can dig into how your client sees things the better your chance of quickly correcting any beliefs your client may have that will stop things going ahead. It’s what your client doesn’t tell you that is going… Read more
Reason why mortgage broker should listen more and talk less 3
When people feel understood, they are much more likely to trust you “Listening offers data. Hearing offers empathy and intelligence. Activity, action, and engagement steer perspective and encourage a sense of community and advocacy.” — Brian Solis As a Mortgage Broker, the best results you will have are when a… Read more
Reason why mortgage broker should listen more and talk less 2
We want to know if a longer term approach is required Some clients are not in the right situation for a loan right now, but usually you can guide them as to what they need to do to become ready, which will lead to a loan later on. If the… Read more
Reason why mortgage broker should listen more and talk less 1
There are a number of reasons for this: It sets that stage for you to become their Trusted Advisor “Revolve your world around the customer and more customers will revolve around you.” – Heather Williams It’s up to you to define the relationship from the outset. When your client has come… Read more
Listen More, Talk Less
“Let go of the traditional sales goal of ‘making the sale’ and replace it with a new goal: to discover the truth of your potential client’s situation.” – Ari Galper Your first goal is finding out from your potential client the truth of their current situation. Only then can you know… Read more
What is ‘Sales’?
“The key is to set realistic customer expectations, and then not to just meet them, but to exceed them—preferably in unexpected and helpful ways.” – Richard Branson In terms of timing, I have defined the Initial Marketing of your business as the things you do to make a client open to… Read more
Creating professional referral relationships: Keep in regular contact with them to keep building both ability trust and personal trust, reminding them of how you can help their business.
“You don’t earn loyalty in a day. You earn loyalty day-by-day.” – Jeffrey Gitomer As much as we would all like to meet a referrer and have them immediately agree to work with us, the reality is they don’t know us well enough to risk their clients with us. And a… Read more
Creating professional referral relationships:What is the benefit you are providing them? Part2
A relationship where you are actively referring clients out is far stronger than one where you are always the one asking for business and far harder for another Broker to ‘out-bid’ you. I know, because the times I have been unsuccessful in getting a real estate agency on board using… Read more