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Brian Sacks[/caption]
Leroy,
First, I am not a fan of scripts since every originator has a different personality as does every agent, borrower and referral partner. So the first key is to ask questions much more than speaking.
The problem many of us have is that we meet an agent and immediately go into a long speech about all of the programs we have and the great service and rates we provide. Stop, ask and listen.
The first step is to build some common ground. Ask them how long they have been in the business, why they got in the business and how they are doing. Find the things you have in common and go deeper on them.
Then you can ask them about their business.
- What are their goals?
- Who are they currently working with?
- Why did they agree to even meet with you--is there something their current lender doesn’t offer that you do?
- How are they marketing themselves?
- Is there a tool or tactic you can assist them with that they currently don’t have?
The bottom line is that you should speak less and listen more. Most of the time they will actually tell you what their needs are and how you can best work with them. But that can only happen when you ask instead of tell!
Finally, ask for their business. It may seem obvious, but so few do it. Tell them you would love to work together on their next deal. Never assume because it went well that their referral to you is automatic.
You must also now stay in constant touch with them including e-mails, phone calls and newsletters.
Brian Sacks is the author of 48 Proven Ways To Immediately Grow Your Production. If you have a question you would like me to answer send it to This email address is being protected from spambots. You need JavaScript enabled to view it. with the subject Dear Brian Question.
