Episode #1 – Scripts: New Lead Call, the Perfect Outcome. In this episode, we will talk about the goal of any first new lead call should always be BICS (Butts in Chairs). It’s absolutely critical in today’s market that you meet with clients face to face.
The mortgage process is no longer just about rate and fees. The only way to give a client the competitive advantage is by helping clients focus on their goal and what’s important to them in buying the home. When you take out the commodities of the process, such as a rate and fees, you can help the client understand that a mortgage can be structured in a way that really helps them.
We will also cover ways to overcome a client’s objections to a first meeting.