While it’s important to tailor your advice based on the goals of your prospect, it’s also critical that you are a master of your scripts and how you position and walk a client through your borrower presentation, also known as your Total Cost Analysis (TCA) conversation.Īt the end of this post are some sample scripts (TCA Conversations) from this interview that you can use for inspiration and to upgrade your scripts and TCA conversations. Own Analysis on their mobile phone or a one-on-one meeting with a family in your office or a Realtor meeting in their office, it’s key to have your scripting polished and to use the best sales process talking points every time. Whether it's a first time home buyer looking at a Total Cost Rent vs. This is one of the all-time best Tuesday Interviews, and I hear from mortgage pros and even new loan officers how this interview helped them win more business and close more loans.
I’ve built this article and this training session around my interview with industry leaders Tim Braheem, Jeremy Forcier and Danny Horanyi. We’re creating a 3-part series to cover each of these, and in this first one, we’re starting with a focus on effective borrower and Realtor scripting. This is perhaps the biggest opportunity, because if you can use Mortgage Coach as part of your value proposition with agents, you can 2X your referrals from partners.
Todd Duncan calls this the High Trust Interview and some call it the Hopes and Dreams conversation. We have several expert interviews that are perfect for helping new mortgage pros get started using or improving their sales skills, but 3 areas in particular are ideal for first-time Mortgage Coach users: And new Mortgage Coach members ask me if there is anyone I might be able to connect them with to help with scripting and sales training. I speak to mortgage pros and branch managers all the time who ask me for the best scripts that reduce rate shopping, reduce pricing exception and optimize lead conversion.