Mortgage Marketing Animals Issue 4

HOW TO CREATE A “WOW” EXPERIENCE THAT ENSURES CLIENTS AND REFERRAL PARTNERS ONLY WANT TOWORK WITH YOU. CREATE THE ULTIMATE TEAM

THISSCRIPT ISUSED IF YOUHAVEARATE SHOPPER ORARE LOSINGA LOANTOANONLINE SOURCE. Hello Mr. or Mrs. X. This is calling from . I understand you have decided to go with a different lender. May I ask why or what was better? Well, just a couple of things I would like to point out to you. First, I care about you and your business! This is one of the largest purchases you will make in your life, so you definitely want to use someone local. Even if you don’t do business with me, my best advice is to use someone local. The reason is because if something goes right, you can come into my office to discuss it with me, but if something goes wrong, you can still come into my office and speak to me. I am here for you before closing and afterward! My service level is unmatched. Here are some specific things you can do to make sure your clients love working with you and your team. 1. Hire the right Loan Partner with the right mortgage experience.Take the time and commit to train your Loan Partner.On what? 2. Clarify job descriptions, roles, and expectations—what kind of expectations do you have for your Loan Partner and team? 3. Define teamwork and team culture—are you intentionally hiring team-oriented people? Does culture matter to you? What would it take to be a great teammember on your team? 4. Have a detailed, clearly defined loan process.Create and train from a written, step-by-step process from lead to close,with detailed checklists for each step.Use specific scripts and dialogues that don’t make Loan Partners “feel” like they are “salespeople” but that they create referrals. 5. Have regular script and role-play time with your Loan Partner and teammembers.Practicing the right dialogues will help you and your teamget comfortable using them.Success happens when we practice the right things.

6. Create a training outline or manual.Commit to taking the time to follow a training schedule and be consistent.Block out training time in calendars and have existing teammembers help train new ones. We are in a relationship business.Building and strengthening relationships with our team, our clients, and our referral partners is more important in this market than ever before.You stand out when you have strong relationships and treat people like they are important to your business.People will keep coming back and referring people to a team that connects with them andmakes them feel great. When you have a team that is fully trained in an amazing loan process where things don’t slip through the cracks, they know how to connect with clients and referral partners and exude positive synergy on the team. It will give you more freedom,more peace of mind, andmore mojo to go out there, connect with referral partners, and bringmore business in. Would you like me to help you do the training? Go to www. loanteamtraining.com for more info on our next LIVE “Loan Partner “WOW” Training,” or call me at 928-530-2964 for more info.

SCRIPTS WITH SCOTT

Also, I wanted to point out that Box A on the second page of your loan estimate is really the only box to compare apples to apples between mortgage companies. This is where your lender fees are located. Everything else is going to be a cost of closing your mortgage.We disclose the actual taxes and attorney-related fees to you that we get directly from the attorney. I have seen some lenders lowball these numbers just to make the loan estimate look better, but in reality you will have the fees that I have disclosed to you. I would always rather over prepare you for your closing than under prepare you. Let’s look at the competitor’s fee sheet. Do you mind sharing it with me? If so, I’ll dive right in to see what we can do to beat it. Just let them know you care and will be here for them every step of the way.

727-787-2275 | 3

Made with FlippingBook - professional solution for displaying marketing and sales documents online