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Nov Tue 2011

Mortgage Brokers In Calgary …

Need to demonstrate higher value.

A demonstration of higher value can be done indirectly OR directly with the prospect. People love stories, and the best salesmen (women) are great story tellers. The use of a story roots the frame of the value you are indirectly eliciting to the prospect.

This is a story I told a past client of mine about a previous client …

“I was following up with a client, just last week. I had seen all their documents, pulled their credit and ran through a mortgage application with them. They were a little disappointed with the amount of home they could afford …but hey no one wants to be house poor. I was pretty conservative with the numbers we ran, just to be on the safe side. As I was on the phone with these people, I noticed that fixed interest rates had dropped since we’d done their original pre-approval. I adjusted their rate down in their mortgage application …They decided not to increase the vale of home they were trying to purchase BUT they did end up lowering their monthly payment.

Needless to say, the Realtor was really happy with me and I re-ran the Inflation Hedge Mortgage Strategy with them. The difference in the mortgage balance increased from $10,500 to $13,000 … an increase of $2,500 vs the banks “do nothing strategy”.”

This is a great way to elicit some of my values as a mortgage agent. Now, just think about hearing this type of story from a car salesman, insurance broker or any service provider for that matter.

You’d demonstrate:

Following up with the client
A thorough mortgage pre-approval
Helping save money
Looking out for their long term interests
Employing a mortgage strategy

I’d love a car sales man to let me know he’s got my back, will follow up, go out of his way to save me money etc. Rooting this in a story is more compelling than simply telling me he’ll follow up, save me money and more.