These 3 Simple Sentences Will Set Your Worried Client’s Mind at Ease
What if I told you I had a short, sweet, and simple script that will most likely bring you more success and help you close more loans than any other one thing you could do? Would you want me to share it with you?
It would be my pleasure.
This script is so simple, so effective, and can be used in so many different situations. It really is one of the best scripts to convert a group of prospects into closed loans.
Before I share the script, I want to tell you why I’m not going to call them scripts anymore. Well, I’m going to try not to. It’s hard to teach an old dog new tricks. My good friend and partner Steve Kyles told me recently that, instead of scripts, I should call them “conversations by design” or “designed conversations.” I love that.
Whatever we call them, they’re a set way to answer frequently asked questions, so you always know exactly what to say, based on the specific answer that consistently gives the highest conversion rate. That’s just a smart and profitable way to do things, right?
Well, here’s one that has done very, very well for me over the years.
A Short, Simple, 3-Sentence Conversation by Design
You can use this designed conversation any time you’ve got a client who’s in a “pickle” for some reason. That’s how we say it down here in the south: in a pickle. They’re in some kind of trouble, some kind of crisis or life change. Maybe they’re going through a divorce and buying another home or refinancing. Maybe someone’s credit report isn’t great. Something on there is affecting their options. It could be a number of things.
Here’s the basic conversation by design that you’re going to use with these people. It’s got three parts:
- It’s not your fault.
- It’s going to be okay.
- Here, let me help you.
Look, it’s embarrassing to stand financially naked in front of somebody. As loan officers, we see the good, the bad, and the ugly. So what we want to do first is remove all judgment, shame, and guilt from our conversations with our prospects, our buyers, and our referral partners. Judgment, shame, and guilt are absolute poison to people, and it’s totally uncool for them to have to carry around that bag of rocks.
It’s not your fault. It’s going to be okay. Here, let me help you.
Part 1: It’s Not Your Fault
I’ve had my share of shame and guilt over the years, and it’s no good, right? It serves no purpose whatsoever. We want to let people know this isn’t their fault. That helps take away the shame and guilt. We’ve all been through tough stuff, so just be cool with them.
Let’s say you pull their credit, and there are some issues they need to work on first, and you need to refer them to a credit company. You can say, “Hey, Bob, look, it’s not your fault you’re in this situation. I see this kind of thing all the time.” Just let them know it’s okay, it’s cool, no judgment at all.
Part 2: It’s Going to Be Okay
Then part two is letting them know it will be alright. That simple statement will calm down the most savage beast. It’s going to be okay. Because typically we’re not talking about a life or death situation here. It’s very unlikely that anybody’s going to be sleeping outside tonight, right? It’s all going to work out somehow, some way. It might not be how they initially envisioned it would work out, but it’s not likely that anyone’s going to die over this.
So, first of all, it’s not your fault. Second, it’s going to be okay. And third, let me help you.
Part 3: Here, Let Me Help You
So now we’re just going to help them map out a plan and give them a guide on what to do. Like, what do they need to do now? What’s the next step? Maybe they need help restoring their credit. Maybe they don’t need the down payment they thought they’d need. Maybe they qualify for a no down payment (or a low down payment) program. Maybe they qualify for other homes in a different price range.
Just tell them the truth. “It’s not your fault that you’re in this situation. I see this kind of thing all the time. It’s going to be okay. I’m here to help you. Let’s grab a pencil and paper and map out a plan. Does that sound good?”
I’m Telling You It Really Works
What you’ve just done here is 1.) taken away the guilt and shame, 2.) comforted them about their future and 3.) assured them that you’re an expert and you have what they need to help them move forward.
This is so simple and yet it’s a killer conversation by design.
You can use this in so many situations. Heck, you can even use it at home with your kids. Any time someone gets bad news or runs into an obstacle or something doesn’t work out as planned, you can use this script.
It’s not your fault. It’s going to be okay. Here, let me help you.
If you’ve been in this business for any length of time, you know how often the market changes, and you know everything is going to be okay. As long as you’re adaptable, stay calm, you can survive and even thrive as a successful loan officer. And you can help your clients thrive too.
If you’d like some help mapping out a plan for thriving in today’s environment, we’d love to walk you through that. We’ve got proven loan officer tips, strategies, and scripts (designed conversations) we’d love to share with you. Schedule your FREE strategy call TODAY.
