#MondaysMotivation – Creating urgency to help clients get off the fence and start with you is an art. A form of persuasion at it’s finest in the sales industry. One of the best ways in the mortgage industry to do this is with the rates. What you quote you want to be able to deliver. But if a client hangs on to your quote for two weeks and comes back to you things could be different. We are in a rising rate environment at this point. The trend is upward. This isn’t a new thing, but rather just more “noticeable” recently.
Explain just that to your clients. What they get quoted today will be different tomorrow. In almost all mortgage situations. Things change daily, us mortgage pro’s know that. But your clients do not. Use the “changing times” to create urgency within your pitch and gain a commitment to do business!
I always sell in ranges when quoting rate(s), but now more than ever it’s important to explain how things can potentially change, and advise your clients to commit and move forward with you!
When in doubt, ask for the business again. Don’t hesitate to say your going to do your best to deliver on what you show them today, but it’s important that they act now! The only way you solidify costs is with real invoices from all third party fees and a locked rate. Simply state; “Lets start the process today!” #SellWell