Step 4: Presenting solutions
Guest Post by David Bush
Click numbers to view steps (1) (2) (3)
I typically try to present my solutions during the second appointment and I try to do it in person so I have their full attention. The goal of this presentation appointment is for you to communicate what you can do to help them solve their problems and help them to grow their business.
My partnership presentation typically revolves around my Strategic Team of Advisors program and how I assist my partners in growing their businesses. I talk to them about how I can help them increase their revenue through creative financing solutions, joint marketing, lead sharing, etc. and then I go into detail on how I serve them and their clients on a 5-Star level of customer service and what my expectations are from my partners.
Once I’ve adequately shown them what I can do and what I expect from them as a partner I conclude the presentation by asking them if they feel like we have a basis for a strategic partnership. If they say yes, I ask for a possible next action such as a joint marketing effort or an introduction to a client or referral source. If they say no, I ask them for an introduction and referral to someone they think would be a good fit for the program and wish them the best.
(Download My Advisor PowerPoint Presentation here)
Check back next week for Step 5
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.
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