"Why should I deal with you and not someone else?" The truth is that rate-shopping cold leads who do their homework pose a great challenge to brokers. And to get them as clients, you might be tempted to lower your prices to convert these savvy bargain hunters. But there’s a better way...
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted teach you how you can turn the tables around. The fact is, you can tip the power balance in your favour. Discover how to turn a conversation about rate-shopping into a showcase of your value and convert cold leads.
The Key Questions
How can you change a rate-focused conversation? (4:17)
What can you do to demonstrate your expertise? (11:48)
How do you convert clients who think they know exactly what they want? (8:12)
What can you do to make an instantaneous intervention in the way the conversation is going? (10:29)
What You’ll Discover
How to deal with clients who have done all their homework (1:29)
The condition that will make clients buy based on price
The two things that clients are really looking for (8:36)
CRL: an acronym that helps you remain in control (18:56)