Cold calling and open houses are important methods for developing leads and prospecting but how do agents overcome the challenges of call reluctance and the extended process of converting leads? We talk to refinancing and mortgage expert Robert Ring and pick his brain about his selling process and finding clarity in business.
Takeaways + Tactics
If you take on an open house that’s been sitting on the market and is overpriced, you’re making a mistake.
If you struggle with call reluctance ask yourself why you’re making money. Your why has to be so strong it brings you to tears.
Everyone is looking for a shiny tactic when the real issue is clarity. What do you want, why do you want it and how will you go after it?
At the start of the show, Robert Ring gave us a background of the work he’s doing in mortgages and refinancing in the East Bay area. We asked him the main challenges he faces and how he uses his selling process to meet them. He says it’s about “a hard opening, an open ended question and getting people talking about their frustrations and coming up with a solution.”
Next we talked about Greg’s process and the different methods he and his team utilize to prospect and nurture leads. We also asked Richard about his best sources of business and how he aligns with agents looking for a good lender. He looks for real estate partners who are realistic, understand the market and know how to sell.
We went onto to discuss the current state of lead generation for agents and how the cycle of conversion has gotten longer. This has left a space for old school conversion tactics, but you have to be willing to stay in touch and convert leads overtime. Richard also gave an overview of his conversational selling process which is uses at open houses.
Our conversation then turned to call reluctance and how agents can overcome that. We talked about the importance of zeroing in on your big why; the thing that inspires you to get out of bed everyday. Whatever it is, it should pull you to overcome fears of rejection and doubt. We closed the chat discussing the need for clarity if you want to succeed. You should know what you want, why you want it and how you’ll go after it. It’s also important to get tactical about your clarity by delegating the tasks you hate.
The motivating factor behind all you do should be something so important and special it can bring you to tears, and rule over any doubt and reluctance you have. Your big WHY gives you more clarity than any shiny tactic you may have in your back pocket. It will drive you to spend time on tasks that have value and it will get you on that prospecting phone call!
Robert Ring, an astute mortgage professional who has been in the business since April of 2013. Along the way Robert has gained a reputation for hard work, and a fierce dedication to assisting his clients achieve their dreams. Research, a solid arsenal of tools, and a keen knowledge of the bond markets that play into interest rates allow Robert the ability to deliver an array of mortgage options assisting many of his clients achieve their dream of owning a home. Learn more about Robert on his website http://robertring.skylinehomeloans.com/.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.