This guide is essential for loan officers who haven’t perfected their scripts or haven’t created sales script at all. Tim Braheem shares the secrets that he personally used throughout his time in the business that made him more money than any other script he has ever used. Combined with genuine honesty and proactiveness on your part, these simple steps are sure to help you make more sales and build more long-term relationships with your clients.
Some loan officers are opposed to creating a script because they think it might make their sales pitches sound ingenuine or overly rehearsed. However, as serial entrepreneur Marsha Kelly explains, a script can help you make sure that you don’t leave out any crucial information, and it will keep you focused on your ultimate goal: closing the deal. When you write your script correctly, it should:
The beauty of memorizing a basic script is that you won’t have to worry about forgetting a key piece of information or being caught off-guard by a question. As you become more comfortable with the nuances during your sales calls and meetings with clients, your script will only continue to improve over time.
First, Braheem emphasizes that the most important aspect of a successful script is being honest with the client. “The truth is the easiest script,” he explains. It helps you deliver the best service, and it’s simply the smartest way to conduct business overall.
Another key tip mentioned in the video has to do with starting a long-term relationship with the client. Before he even finishes closing the first deal with the client, Braheem explains to them that he’ll be proactive when it comes to managing their debt. He entices them by saying that he’ll be actively watching the market to jump on potential deals that would save his clients money—at no extra cost to them. This is an incredibly valuable service, and Braheem’s genuine desire to help them reduce their debt make potential clients feel like doing business with him would be in their best interests.
Being proactive and honest will help you improve your sales pitch if you already have a script that works for you. However, if you don’t currently use a script, you can use these tips to make sure you have all your bases covered:
As you start closing more deals and taking on more clients through your refined script, be sure to take care of yourself as well. You can’t be at your best if you don’t put your own needs behind your work and other responsibilities. If you’d like some helpful tips to help you effectively manage stress, create a better work/life balance, and boost your productivity without sacrificing your personal time, you can click here to browse through all of our personal development blogs!
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