Written By: Karen Deis, Editor
Cold weather is around the corner (here in the Midwest) and I recently called 2 companies to clean out the flue in my chimney. Both gave me an estimate over the phone, but Company A went on to say something very interesting. “If you are shopping around, we know that our price is a little higher. If you call different companies and no one calls you back to set up an appointment, we want you to know that we can come out to your house within 48 hours.”
I did consider the possibility that maybe Company B, with the lower price was busier (because of their lower price), but company A knew their competition and their selling strategy was “speed” not “price”.
Think about this selling concept as a strategy for your mortgage business. I know, you’re busy with loan apps, closings and putting out fires all day long. “How can I immediately return phone calls while all the rest of this “stuff” is going on in my life?”
You don’t always have to be the speediest loan officer to call back a client or real estate agent. You only need to setup the expectation that you are quicker than your competitors.
Two superstar loan originators that I have known for many years use their unique voice mail messages to address the issue of speed versus price. Their voice recordings say:
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