I would like to give you an overview of what we need to do to excel in the market.
Most of the clients you will see have got a mortgage or have spoken to a mortgage broker or a bank or at least have spoken to a friend who knows it ALL! So when you are seeing the client for the first time, the client is comparing whether you are better than the expectation they have built by speaking to different people.
There are 4 possible outcomes:
- If you are not as good as the previous person they spoke to, they won’t give us the business, then all the effort from marketing/advertisement/education will be completely wasted.
- If you are as good as the previous person they dealt with or are currently dealing with, because it is such a hassle to transfer everything across.
- If you are slightly better than the other person (or their expectation), they may still not give us their business, as they are still not sure we will follow through on what we tell them. It’s very often when clients sign up a loan but the file is sitting or pending for a few months, because the client is not 100% sure.
- If you completely blow away the client i.e. the client gets so much value in the appointment, they are completely inspired and motivated, then and only they will overcome all their barriers to give us their business.
So it’s not only about the numbers, you have to inspire and motivate them to get to 90% conversion. To inspire and motivate, you need to be inspired and motivated yourself!!