Million-Dollar Strategy: Easy Steps for Setting Up Your Next DealOct 10, 2019
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.
Why Use a Script?
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:
- Help you build your confidence and sales skills.
- Address the major questions that people frequently have.
- Sound naturally conversational—not robotic!
- Instill trust in your prospective clients.
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.
How to Set Up a Great Script
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:
- Focus on your client’s needs. Ask open-ended questions to get to know prospective clients on a more personal level. Once you know what their personal goals are, where they are in life, and what kind of life circumstances may affect their loan-making decisions, you can offer them the best deals to meet their needs. They’ll feel more connected to you, and they’ll view you as more trustworthy.
- Explain what unique values you can provide. Does your business offer great programs? What can you personally do better than your competitors? Why should a client choose to do business with you instead of someone else? Write down your answers to these questions and commit them to memory. If a client sounds hesitant, you can reassure them by immediately giving them proof that your business is the right fit for their unique situation.
- Set up for the future. “If I’m doing my job correctly, my job really just begins when your first loan closes,” Braheem states. During a meeting with a potential client, be sure to be focused on the future. Let them know that if they choose to do business with you, you won’t simply walk away after closing the deal. You’ll continue to watch interest rates, and you’ll get to work right away when you find an opportunity for them to save money.
- Close the deal. Author Gary Vaynerchuk says that the first thing you should do is focus on adding value to your prospect before asking for what you really want. “Share your knowledge. Establish yourself as a trusted resource on all things mortgage and home buying. Then—and only then—ask the borrower for what you want,” says one article.
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!