It’s all about them scripts, ‘bout them scripts, ‘bout them scripts!
I can still recite the scripts that I used when I was in the mortgage business.
When someone called and wanted to know what the interest rate was for a 30-year fixed rate mortgage, I used my “Have you considered a 25-year fixed rate mortgage instead?” script.
When a prospect called telling me that they are shopping for rates but they were already pre-approved at another mortgage company, I used my “Well, just like when you have to have major surgery, you may want to get a second opinion. it’s the same when purchasing a home. It’s a major purchase, and I specialize in providing you with a second opinion. Would you mind if I asked you a few questions?” script.
I also practiced scripts for when a real estate agent told me that they had an in-house loan officer or when a prospect objected to getting pre-approved.
So, here’s the dealio:
Mortgage Girlfriend’s diva members can download scripts that can be modified (the way you talk and the way you say things) to help you get past the objections from both clients and real estate agents. [Not a member? Take out a test-drive now!]
- Scripts for Clients
- Scripts for Real Estate agents
Here are links to some of the articles and classes. You can swipe and adapt them, practice them and use them to turn shoppers into clients or real estate agents into referral sources.
- Five Scripts to Respond to Routine Objections from Clients & Realtors
- What to Say to Pre-Approved Clients Who Are Shopping for Interest Rates (Scripts)
- Super Saver 25 Loan Program (consider a 25-yr fixed rate mortgage
- Is Second Place REALLY the First Loser? (How to get more business by offering a “second opinion”)
Please share with us (in the comments section below)…
One script that you use when a real estate agent tells you that they have an in-house lender.