Mortgage Broker Sales: Killer Scripts to Win More Accounts

 

Mortgage Broker Sales: Killer Scripts to Win More Accounts

 

Engaging prospects quickly and effectively can help any mortgage broker close more deals and increase revenue.

The phone might be old fashioned, but it is still a great way to communicate with your top prospects. One problem with calling your leads is that people are busier than ever.  When making calls, a mortgage broker will find many people are just too busy to talk. That’s why it’s important to engage them quickly and get to the point of your call.

Read through these scripts and practice them. It’s OK to customize them to fit your business and your own selling style.

Mortgage Broker Sales Script: New Mortgage
Note: Always use a proper introduction and say your name and your company name immediately.

HI (first name) __________, this is (agent’s name) calling for ___________.

I have some great news! One of our loan experts/loan officers will be calling you tomorrow to help save you money on your mortgage.

(At this point, go directly to the purpose of your call. Include a brief introduction of the benefits can get.)

What will be the best time to have our loan expert/loan officer call you tomorrow?

(The customer might raise objection a this stage, so be prepared. An successful rebuttal can come in very handy, but to be effective, you must sound confident.)

Rebuttals

1. There is no obligation. We could save you thousands on your mortgage and would like to show you your options.
2. It will just take a few minutes and could possibly save you thousands on your mortgage.

(Once you have talked to the lead, you need to qualify them.  Keep in mind that the customer might be hesitant to give this information to you. But it can help to sound casual and to let them know that you need that information in so your business can provide them the best quote possible.)

Mortgage Broker Sales Script: Refinance
Note: Always use a proper introduction and say your name and your company name immediately.

HI (first name) __________, this is (agent’s name) calling for ___________.

It appears that you requested a rate quote online, which was referred to me. I understand you’re interested in knowing what rate you could get on refinancing your home. I just need to confirm some information and we can get you the best quote possible.

(At this point, refer to the information that the prospect entered into the online form, to verify that the information is correct.)

My records show you’re thinking about a $150,000 loan, and you currently have a 7.8 rate on a 30-year fixed loan. Is that correct?

(Now that you have verified the data that was submitted, you need to confirm that the person is a viable lead, and not just a passive person submitting an application.)

Before I quote you a rate (first name) __________, can you tell me why you are interested in refinancing your home right now?

(Use your lead’s response to help reinforce why you are making your recommendations to them.)

OK. Customers of mine who are refinancing to lower their monthly mortgage payment are most comfortable with ____ program. Today’s rate on that is 6.75%. I just did the numbers, and that would save you $XXX dollars a month compared to what you’re paying right now.

(Provide the lead exact numbers. Do not round up. Then provide close with a note that will lead your new customer to the next step.)

Is it OK if I email you a proposal with some detailed information? You can look it over when you have a chance and then get back to me if you have any questions.

 

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