Standard Mortgage Sales Script

The goal of the script:

• Establish credibility
• Offer value
• Build trust
• Respect their time

Part 1

Explain to the client the reason for the call and how you got their information. This is usually the first question in the client's mind anyway. Should we call it Objection #1, who are you and why are you calling/bothering me many times is the client's initial thought process.

"Hi {client}, my name is Ramon with Client Direct Mortgage, reason for my call is, we know you are in the market for a refinance. Our company has been vetted by one of the three major credit bureaus, Equifax. They provide us with clients' information to assure they’re getting the absolute best rates for their mortgage. They gave us your information in a form of consumer protection, to assure you get, the absolute, best deal."

"So many people spend a good amount of time shopping around for items like TVs, at Costco, Amazon, and Best Buy but don’t do the same for their mortgage. We normally save customers a quarter point in rate, about $4000 in closing cost on average."

Part 2

At this point the client’s reluctance should have subsided, now it’s time to take the opportunity to suggest the path forward. Don’t forget to emphasize the fact you respect their time and will not take much of it.

"I won’t take much of your time at all if I can just ask a couple of questions and then get you a quote to see if we can indeed do better. If so, we can proceed with doing an application and locking your rate in. If not, then no hard feelings. Does that work?"

Part 3

Congratulations, if the client agrees you’ll simply get into your traditional sales conversation providing them with a quote and attempting to take the application over the phone. Working through the Lead Maturation System will also assist as a guide down the road of converting the client.