Overcoming Objections - Power Selling
Overcoming Objections
When top-producing mortgage professionals receive objections, they neither panic nor say something they'll regret. Instead, they use a prepared, tactful response that can turn an objection into an opportunity. Here are common objections from potential referral partners, along with suggested responses:
I don't have time to meet with you. "I fully appreciate that you have a busy schedule. So do I. In fact, that's one of the reasons we should meet. I have a system that has dramatically improved efficiency. More importantly, it is my objective to have you benefit from the time we invest together. Let's make it happen. How about Friday morning?"
I'm really not interested. "There is no reason on earth why you should be interested in learning more about me, my unique products and my services unless I can show you how they can help add value to your business. Let's invest 30 minutes together so I can share with you what I bring to the table and how it will equate to more closings, and most importantly, more long-term referrals."
I'm already working with a mortgage lender. "I realize that a top producer like you must have a great relationship with another lender and I respect that. However, the purpose of my call is to find out if you're interested in some innovative ways to increase your business. Are you willing to spend 10 to 15 minutes of your time to discuss this?"
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