Guest Post by David Bush
Step 2: Approaching prospective partners
Once you have a referral or introduction you need to have a solid approach to win over these top players and get the first appointment. I always approach advisors from the position of power and not need. I don’t want them to think I’m just looking to serve their clients as their “mortgage guy”. I always position myself as a top mortgage advisor by saying “Hi (advisor’s name), my name is (your name) and I was introduced to you by (referral source’s name). He (or she) said you were the best (job title) in the country (with a touch of sarcasm added). Is this true?”
This always breaks the ice and softens up the advisor prospect for me to set up a meeting to learn more about the business. After a bit of laughter from my previous question I will then say “(advisor’s name), the reason for my call is because I was talking to (referral source’s name) the other day about how I’d like to add a well qualified (enter their job title) to my strategic team of advisors so I could refer my prospects, clients and referral partners to another qualified advisor in our area. (Referral source’s name) said you and I should get together and talk. Do you have some time this week or next where I could come in and learn a little more about your business to see if your products and services might make a good fit for my clientele?”
This strategy typically gives me a 95% closing ratio on getting a first appointment especially if you get a decent introduction from a trusted referral source or client of the advisor.
(Download David's Strategic Advisor Approach Script here)
David is a top Originator Coach and founder of MyMortgageCommunity.com, a peak performance coaching system and online community for mortgage professionals. You can email him at dbush@MyMortgageCommunity.com or call 800-818-8286.
Check back next week for Step 3
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