Episode 92

Don't Give Clients What They Want

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Mortgage brokers are expected to provide excellent service. But it shouldn’t result from the client making all the decisions throughout the process. As the expert, brokers should be the trusted advisors who can lead clients toward the right solution – it’s not the other way around.

In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the problem with giving clients what they want. They encourage brokers to take control of the client conversations and ask the right questions. Tune in to discover how to adapt to this mindset shift. It will change your mortgage broking business and make you stand out in the industry.

The Key Questions

  • Why should mortgage brokers not give in to client demands? (1:24)
  • How can brokers pitch themselves as trusted advisors? (8:15)
  • What can brokers do to take control of client conversations? (10:15)
  • What should brokers say to first-time clients? (14:37)

What You’ll Discover

  • The problem with clients having too much information (5:36)
  • The power of asking the right questions (9:23)
  • Ash’s pivotal mindset shift about client interactions (10:17)
  • The #1 question that brokers should ask all their clients (17:26)

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