One technique that takes you off defense
John shares one way to quickly take the pressure off yourself when a client or their adult child brings up an objection…
About John Luddy: John has trained reverse mortgage professionals how to be successful when sitting face-to-face at the kitchen table with prospective HECM borrowers. Norcom is looking for qualified loan officer candidates. To learn more call 1-860-507-2582 or email John Luddy here
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1 Comment
John,
Perhaps you are not clear. We are told all of the time that we do not sell we educate. Of course I am being facetious. I just hope our originators do not actually fall for that mantra.
I have laughed over that so many times. Our educational purists do not perceive that we sell using an educational style or emphasis —- but to make a living in this industry you had better know how to make a clear presentation no matter what style you use with a strong close.
Overcoming objections is an important part of that selling process. Without it the irrational and unnecessary concerns of borrowers could never be addressed. I appreciate your emphasis on the insincere.