2 Key Common Mistakes Agents Fall into that Hurt their Production!

2 Key Common mistakes Agents fall into that hurt their production!!!
1. Prejudging
a. Lead Type – Toughest thing for shops is to get a live person on the phone
1. Live Person – If they have debt then they have pain – why disgard this client just because they came off a live transfer – Successful Professional Sales Agent will treat every client with debt equally
b. You do not know what the client is thinking. Don’t follow your gut feeling that they won’t do it…do not decide for them. Complete the sales track and you will be surprised many will say yes even if you think they won’t do it
c. Share story about Adam W
2. Quick Pitching Does Not work
a. It’s a Presentation – You’re like a financial planner
1. Would a financial planner who shows up to your house quick pitch or give a presentation? This is about their personal finances which you are sharing a vehicle, Strategy to show them how to get out from their current position to head in the right direction
b. Need to build intrinsic value via time on the phone
Easier for a client to say yes after they have spent 30-40 minutes on the phone – if 10-minute call then they are more inclined to put off
c. Debt is a unique program hard for clients to understand
1. Program comes with negatives – you must minimize compared to a life changing direction for their personal financing
d. Refinancing is simple and about rate and fees which is why quick pitching may work
e. Need to follow the script track – If you cut out parts you lose value and understanding of where they are at.
1. Story of Adam when he cut out the budget