Six phrases you can use on sales appointments or anywhere!
We are not merely ‘educators’. We are sales professionals and as such should know how to better communicate with potential borrowers. Here are six phrases that will help you ethically persuade others.
- “Have you ever made an exception?”
- “If I were in your position I’d feel the same way.”
- “If you decide not to get a reverse mortgage today how will you know a year from now that you made the right choice?”
- Use the person’s name
- Ask a series of questions that will get a ‘yes’ response
- Follow the request with a reason “because…”.
4 Comments
Shannon, you’ve done it again. This is excellent information that all of us LO’s need to be reminded of. It’s information that I need to use every time I’m talking to my senior prospects.
Using this information correctly and at the right time can turn prospects into clients.
Thanks again for all your excellent information.
Owen
Please post comments here about things I (and other Reverse Mortgage CEOs) can do to help you grow your production.
Thanks!
Another effective question to ask a hesitant client is: “If you don’t do a reverse, what alternatives do you have in mind?”
It really brings things down to the bottom line in a nice way and helps folks think it through.
Excellent content.
Challenging and rethinking how we approach everyday communications with prospects is an exercise every salesperson should incorporate in their daily lives.
We do more than teach. Teaching is our method and obligation to the senior but our goal is more, a sale.