Every agent understands how important it is to get leads for their mortgage sales business. As a salesperson, it is essential to keep a good conversation on the phone and make your prospects see you as being in control of your own decisions. Most times agents use sales scripts for a more cohesive line of thoughts. So to do this you will need a sales script that converts and some one-liners to keep your conversation on track.
As a mortgage loan officer, you will learn how to use one-liners for every step of your sales. This mortgage sales script is useful from the opening call to questions that prospects may have, the pricing, closing, and some specific examples for aged leads.
Below is a guide on where to start.
Some One-Liners to Upgrade Mortgage Sales Script
First, you want to start with telling your prospects who you are, and what your business is about. Grab their interest but keep your opening line short. Then proceed to ask them questions that need elaborate answers.
Use this format; “Hi, [name], this is Joe from [Company name].” Ask an open-ended question or one of these:
- How long have you been on the market to buy a place?
This gives you the opportunity to learn about your client’s current situation and their future plans.
- Thanks for seeking info online. Do you have any experience with buying a home? How do you feel about the process?
This helps your prospect provide information that is valuable for your sales pitch.
- Can you tell me about your dream place- is it a townhome, a house, or a condo?
This question helps bring out specifics on what your prospect might be interested in. Sometimes leads don’t provide this info so it is great to know this by asking.
Mortgage Need Inquiry
How do you determine when your lead is ready to make a purchase? You need to ask qualifying questions to help with this decision. Are they new in the mortgage search process or have they been searching for a mortgage for a long time now? This will make it easier to identify your prospect’s lifestyle and what they currently need, making the solution to their problems easier.
- Are you fixing any challenges with your current mortgage process?
Having a mortgage is expensive and sometimes complicated. However, as the mortgage experts, you can show your prospects the right steps to take. When you are sure of their problems, you are able to provide the right solution that works.
- What convinced you to get a mortgage?
Sometimes most customers have a trigger event that pushes them to get a mortgage. It can be marriage, a new child, or any other reason. It is easier to appeal to the emotional side of your prospects when you know their reason for buying a new home.
- What is your ideal mortgage plan?
You can ask your prospects what their ideal mortgage is. This question in the mortgage sales script helps you know if your client has an idea of the mortgage they want. If your customer has no idea about mortgages, this is the opportunity to educate them about various policies.
Discussing mortgage rates
Always talk about value before you chip in price. But if your prospects are curious about your pricing, use one of these one-liner sales script samples to swerve and continue the discussion to help you get that information.
- This is related to how much help you need. Can I know some things about your plan?
When they do give an answer to this question, help them determine if their budget is realistic or not.
- I can help with a service plan that suits your needs if you tell me your monthly budget estimate.
This helps delete pricing both at the same time and recognizes your prospect’s budgets. Make notes of their needs and add this while sending them the price quotes.
Using a mortgage sales script is great but never lose focus when cold calling. Allow your prospects do most of the talking, don’t forget that you are still leading the conversation. Try some of these samples to convert your prospects before a trial closes.
- Are you comfortable going forward with this based on our previous conversation?
If they disagree, find out what is the cause of the hindrance and explain why they need this mortgage opportunity. Keep making notes for your CRM when having conversations with prospects on mortgage leads.
- If you are ready to move forward, I can send over the application now.
This is a direct way to end your call if the conversation went smooth and you are positive that your prospect is interested in a mortgage loan.
Writing a mortgage sales script helps you close sales faster. Because you are ready to answer questions on the go and you understand the needs of your prospects, therefore, you offer them mortgage plans that benefit them. Start today, use these one-liners to close more sales.