Stop Selling, Start Advising: How Consultative Selling and Real Relationships Drive Referrals
Nov 15, 2024 ·
22m 31s
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Description
Welcome back to Market Shares with Tony Blodgett! In this comprehensive episode, Tony dives deep into the art of consultative selling and why building relationships in the mortgage industry goes...
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Welcome back to Market Shares with Tony Blodgett! In this comprehensive episode, Tony dives deep into the art of consultative selling and why building relationships in the mortgage industry goes far beyond just processing loans. Whether you're a mortgage professional or working in any client-focused industry, this episode is packed with actionable insights that will transform how you approach every client interaction to provide real value, establish trust and truly guide your clients to the best solutions.
Learn why asking the right questions, slowing down the process, and utilizing tools like Mortgage Coach and MBS Highway are essential for presenting customized mortgage options. Tune in to explore why transparent communication, personalized service, and a focus on your clients' goals are the keys to gaining referrals and building a successful mortgage career.
Topics We Cover:
show less
Learn why asking the right questions, slowing down the process, and utilizing tools like Mortgage Coach and MBS Highway are essential for presenting customized mortgage options. Tune in to explore why transparent communication, personalized service, and a focus on your clients' goals are the keys to gaining referrals and building a successful mortgage career.
Topics We Cover:
- The importance of relationship-building over transactions
- Why slowing down and asking questions makes all the difference
- How to transform from an "order-taker" to a trusted advisor
- Using tools like Mortgage Coach and MBS Highway to present customized options
- Building trust and rapport for lasting client loyalty
- Educating clients on their mortgage choices for better financial decisions
- How transparency and empathy set you apart in the mortgage process
- Strategies for navigating complex mortgage profiles and setting clients up for success
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