{"id":1753,"date":"2017-12-20T00:46:17","date_gmt":"2017-12-20T00:46:17","guid":{"rendered":"https:\/\/theleadreel.com\/?p=1753"},"modified":"2019-03-10T18:14:39","modified_gmt":"2019-03-10T18:14:39","slug":"1-reason-borrowers-ditch-los","status":"publish","type":"post","link":"https:\/\/touringnewmexico.com\/theleadreel\/1-reason-borrowers-ditch-los\/","title":{"rendered":"#1 Reason Borrowers Ditch Their LOs"},"content":{"rendered":"

Has this ever happened to you?<\/p>\n

You’re on the phone with a borrower, Jon.\u00a0Jon wants to refinance his home. So he gives you his financial details and you map out the best route for his situation.<\/p>\n

After 20 minutes, Jon is ready – excited even – to start the process.\u00a0Before you hang up, he promises to send you his documents first thing in the AM. He’s ready to get the ball rolling!<\/p>\n

You’re right on track to close the deal.<\/p>\n

Come the next day, Jon’s gone. You leave three messages that day\u2026 and the next\u2026 and the next day. No call, no show.<\/p>\n

Jon vanished without a trace.<\/p>\n

What happened between yesterday and today that made him disappear?\u00a0Did he run away to Vegas? Was he abducted by aliens? Should you be worried for his safety?<\/p>\n

This is gonna sting.<\/p>\n

Truth is Jon’s ok. He’s safe at home \u2026screening his calls.<\/p>\n

This used to happen to me – more times than I’d like to admit. It’s not because he’s a bad lead, or your product is “too expensive”.<\/p>\n

Jon split because\u2026<\/p>\n

You’re selling, not solving.<\/h4>\n

Buying a new home – and refinancing for that matter – is one of the biggest decisions people will ever make. It’s on par with getting married.<\/p>\n

Here’s the number one thing to consider: Big decisions are motivated by big reasons. <\/b><\/p>\n

Ever go see a doctor just because, without a reason?<\/p>\n

Like normal people, you go the doctor because you have an important problem. And you need it fixed immediately!<\/p>\n

Now say the doctor had a cure to fix your problem. Would you up and leave his office before getting the cure?<\/p>\n

That would be ridiculous, right?<\/p>\n

Think of yourself as the doctor. You need to know your clients’ problems – so you can prescribe the right cure.<\/p>\n

Start by asking WHY.<\/p>\n

Why<\/i> are they looking to buy this home? Are they expanding to start a family or downsizing because of job loss?<\/p>\n

Why <\/i>do they need to refinance? Is it to pay off credit cards or send their kid to college?<\/p>\n

People want their problems solved.<\/h4>\n

How many people wake up in the morning and think, “Man, I really need a loan officer today. Where can I find one?”<\/p>\n

Just about\u00a0 <\/span>no one\u00a0 <\/span>thinks that.<\/p>\n

They’re wondering how they’re going to send little Jennie to college. Or if they can pay off their debt while keeping their payments low. They need you to fix their problem.<\/p>\n

If you can solve their problem, they’ll pick you over any other LO.<\/p>\n

They’ll recommend you to co-workers, family and friends because you actually helped them. Realtors will line up with gift baskets and book dinner reservations under your name.<\/p>\n

Good problem solvers work faster and close more deals than a drive-thru wedding parlor.<\/p>\n

If you want to solve problems effectively, you need three things.<\/p>\n

(NOTE:<\/strong> Learn how to self-generate your own exclusive, pre-qualified, long-form leads. Watch Video <\/a><\/strong>)<\/p>\n

1. Simplicity.<\/b>\u00a0 \u00a0 \u00a0<\/span><\/h4>\n

Choosing a loan is like a bride choosing her wedding gown. It needs to fit her perfectly. She will try on every dress in the store.<\/p>\n

Now imagine you know which gown will fit her perfectly. But you don’t let her try it on.<\/p>\n

Instead, you explain its measurements, inseams, hollow, hem, and so on.<\/p>\n

That’s all valuable information. The problem is she wants to see herself in a gorgeous gown on the altar. She’s not picturing inseams, hem or her measurements.\u00a0All those details are confusing.<\/p>\n

Next thing you know, she’s sneaking out the side door.\u00a0Everybody loses. She doesn’t get her perfect dress – you don’t make the sale.<\/p>\n

Don’t be that<\/i>\u00a0 <\/span>store owner.<\/p>\n

Let your customers visualize the new life their loan will bring. Spare the gory details and keep it simple.<\/p>\n

2. Product knowledge.<\/b><\/h4>\n

The better you know your product, the better you can solve problems.<\/p>\n

A buddy of mine sells Subarus for a local dealership. He’s the<\/i> top dog on the floor every single year. It’s not because he’s a smooth-talking, master salesman. It’s because he races Subarus. His garage is his lab where he takes apart his WRX piece by piece. He knows every inch of his\u00a0 <\/span>steel race horse\u00a0 <\/span>inside and out.<\/p>\n

His super power is his ability to connect buyers with the car they need. His product knowledge is center stage – same as his commissions.<\/p>\n

3. Short, easy process.<\/b><\/h4>\n

The sad truth is, nobody likes loans. This is worth repeating:\u00a0 <\/span>Nobody\u00a0 <\/span>likes<\/i>\u00a0 <\/span>loans.<\/p>\n

If loans were a dessert, foodies would describe as eating pickled chocolate cake in shrimp fondue frosting with a side of gooey stuff.<\/p>\n

Okay it’s not that bad. But for real, those stacks of paper’s gotta go. Use digital forms instead. Let people e-sign their forms. They won’t even have to leave their house. That means work is finished faster and you’ll meet deadlines early.<\/p>\n

P.S.<\/p>\n

If you\u2019re a Loan Officer struggling with closing\u00a0 <\/span>more\u00a0 <\/span>deals\u2026 \u00a0 <\/span>And if you\u2019re fed up and disgusted with the dismal quality, re-cycled, cold cadaver leads, check this out\u2026<\/p>\n

I specialize in designing custom Lead-Generating Machines<\/b> for Loan Officers and Mortgage Professionals<\/p>\n

What I deliver: qualified, exclusive long-form leads\u00a0 <\/span>\u2013\u00a0 <\/span>that are white hot and ready to be closed. Loan Officers I work with typically get between 80 to north of 100 exclusive buyer leads every month on cruise control.<\/p>\n

Now,\u00a0 <\/span>I\u00a0 <\/span>don\u2019t\u00a0 <\/span>work\u00a0 <\/span>with\u00a0 <\/span>everybody and\u00a0 <\/span>just\u00a0 <\/span>anybody. (Not because I don\u2019t like you or anything\u2026) Because I meticulously build each campaign that\u2019s highly customized to each Loan Officer\u2019s business\u00a0 <\/span>\u2013\u00a0 <\/span>my time is extremely limited. Therefore I only work with an extremely small and select group of professionals. I hope you understand.<\/p>\n

If you think you\u2019re ready to take your business to the next level\u00a0 <\/span>\u2013\u00a0 <\/span>go ahead a pick a date and time<\/a><\/b> to see if I can help you close more deals this year.<\/p>\n

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About the author<\/div>\n<\/div>\n
\n
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Stephanie Vigil<\/div>\nCustomer Acquisition Specialist<\/cite>\n\n<\/div>\n

I'm the Co-Founder & Customer Acquisition Specialist at The Lead Reel. I build custom blueprints for loan officers with one purpose: To turn the "average Joe" into a top performer. Before starting The Lead Reel, I worked in tech in San Francisco, CA.<\/p>\n<\/div>\n\n\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>\n\n","protected":false},"excerpt":{"rendered":"

Has this ever happened to you? You’re on the phone with a borrower […]<\/p>\n","protected":false},"author":4,"featured_media":1759,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[8],"tags":[],"class_list":["post-1753","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-mortgage"],"yoast_head":"\n#1 Reason Borrowers Ditch Their LOs - The Lead Reel<\/title>\n<meta name=\"description\" content=\"Has this ever happened to you? 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