06 MODULE
Consultation and Quoting
What’s changing? The self-evident change in customer behavior demands a radical shift in the way we provide our consultative services and deliver an interest rate quote to our customer. This module will leverage current bestin-class mortgage tools along with developing an understanding of current objections and issues to improve scripting and customer experience.
FOOD FOR THOUGHT
Important questions to ask yourself: What steps am I taking before quoting a customer? Role play a customer interaction. What questions are being asked?
TAKEAWAY
Go through any objections and establish preset answers (list of common objections to refer to later).
he longer you can engage with the customer and establish their needs, circumstance T and details, the better your connection will be providing a solid foundation from which you will likely earn the customer’s willingness to remain engaged.
Ways to Engage with your customer Face-to-Face Meeting face-to-face helps strengthen rapport and builds trust quicker. The transaction becomes personal to a degree that is much harder to reach using the phone or technology. Online Application The advantage in this situation is content tailored specifically using the prospect’s unique scenario. This can be a huge opportunity to understand the consumer and again build credibility. However, the challenge is staying prepared enough to deliver content beyond this initial consultation to strengthen credibility. “Speed to contact” is CRITICAL.
showup:evolve
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