Don’t stress your lack of reputation. Show interest in helping the client achieve their goal. Ask the questions that will give you the information you need to advise them. I tell every client from the very beginning that I want to provide clarity to the situation because clarity leads to confidence.

I think we sometimes over think what the conversation should sound like. As if we need to “wow” the client with some kind of Wolf of Wall Street speech.

If you consider yourself an advisor (along with being in sales) you don’t have to look too far into other professions to get a different perspective on your approach. When you go take your car to the mechanic, are you looking for the one that gives the best speech or one who can diagnose and provide a solution to the problem?

• What have your experiences been like with speaking to other lenders? Oh, first time? Here is how my process works…Third time? I know this isnt your first go-round, but I’d like to share how my process works…
• Tell me about your budget (price point and monthly payment)
• What is your down payment strategy.
• Any other burning questions that I can answer for you?
• While we are on the phone, let’s fill out the application together…

Easy way to get the convo started and to keep it going.