#WhackedOutWednesday – Objection Edition – Yep it’s whacked out that people just understand that rates will not be far from each other. Anywhere they go. But that’s the consumers right to “shop around” right? Here’s what I used to say all the time in handling objections at the time of origination. When pitching there are 3 main points I used to go over on every call. PLUS in this edition I go over a guideline that I forgot about!
What I suggest is you use some form of this in some way. You acknowledge the request for more information (objection), you respond as a human with understanding, and you explain what you’ve found over your experience. ARC/ARP (Acknowledge Respond Pivot or Close) What I used was this Feel Felt Found approach a lot. It helped me gather my thoughts quickly and respond.
When answering questions and addressing objections I paint pictures and assume ownership along the way. What allowed me to do this the best, was understanding the WHY? As funny as it sounds I know LO’s don’t really truly know the “why” behind the client buying, refi’ing or getting cash out all the time. If you dig deep during the application stages you will find out your clients WHY. Then push the bruise a little and show them how your custom tailored mortgage solutions helps them achieve their goal.
While doing all this in the process of the pitch or the 1003 information gathering stage I would slip in three statements that often times was the keys to differentiate myself and earn the sale.
- Number 1 complaint in the mortgage industry
- 1/3 rule and 5% will actually deliver
- Average person does 10 loans in their life time
I hope the structure and bonus guideline helps you today to acknowledge, respond and close a client that we can work on helping together. If you want to know more about how to work with me, click here!
As always – #SellWell
-JUICEman (Join Us In Creating Excitement)