Article Twenty-two:
Converting The "What's
Your Rate?" Call
"We have a
variety of rates and programs depending upon your specific needs and closing
date. Right now they range from 4.6% to 11%. May I ask you a few questions?"
Memorize those three lines and use them for rate calls from now on.
The rule always is: Ask questions to solve the customer's problem. "Is this a
purchase or a refinance?" "When would you like to close?" Those two are asked
frequently, but they won't tell you all you need to know. Try these: "How long have you shopping for a mortgage? What is the best rate
you've encountered so far? What rate did you have in mind? What's more important
to you - the rate itself, the package cost or the total value?"
Suppose they tell you that they've been offered a rate far below
anything you have? A few more questions are in order. But before you do that,
reduce their defenses by congratulating them. Try this:
"Wow! That is a great rate! If I were you, I'd snap it up! Can I ask you just a
few more questions, because if that rate is available I know people we can't
finance that I'd send over there."
Assuming they say, "Yes", you ask: "What are the closing costs on that loan?"
"How soon do you have to close to get that rate?" "Did that company guarantee
that rate in writing until you close?"
Got the idea? You and I both know that most loans are funded by the same
investors, and the total package cost is very similar. So get the appointment
first. Then help the customer find a way to compare apples to apples, to read
the fine print, and make an intelligent decision. Happy lending!
LinksHow Can We Shift Our Prevailing Reality? Neale Donald Walsch at his finest in this 7 minute excerpt from the We are God, God is Love presentation. Neale explores the nature of God religion and the individual. Why are we here? What is our purpose? VideosLinda in Action (high speed)Linda in Action (dialup) Downloadable PDFs of Sample Programs.These are Adobe PDF files. If you don't have Adobe Reader installed, Click here for your FREE software |
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