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| 5 Reasons to choose DoublePositive |
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Our DOUBLEconfirm™ process guarantees 100% contact ratio, 100% of the time.
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DoublePositive contacts and qualifies consumers immediately after they have expressed interest online. Consumers who qualify are only transferred once.
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You don't have to waste time chasing down cold leads. We make your phone ring with only double-verified, genuinely interested consumers.
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Time is money, and our leads save you both by eliminating cold-calling and providing the best ROI.
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Our rigorous process screens out consumers that don’t meet your criteria. If that doesn’t happen, we’ll gladly credit your account.
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| Leads360's |
Leads360's lead tracking software can give you visibility over your sales force and get valuable insight into your contact ratio. Contact Leads360 today and learn how we can help you increase your contact ratio by more than 20% in the first month. Call 1-888-508-4462 or visit Leads360.com
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| Referral Program |
Turn your contacts into transfers! Make sure you take advantage of our referral program. For every new client you refer who orders 50 transfers, you'll get 5 free transfers — a value of up to $500!
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| DNCSolution |
DNCSolution is a family of Internet-based products that handle the full range of Do Not Contact (Do Not Call, Do Not Fax, Do Not E-mail, Do Not Mail) compliance. DNCSolution also addresses the privacy directives and opt-in/opt-out preferences of your prospects and customers. DNCSolution.com
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The news this week is flooded with articles and discussions about the government's role in easing the current sub-prime crisis. Bush weighed in with,
"I plan to help homeowners, the government's got a role to play," He added. "But it's not the government's job to bail out speculators or those who made the decision to buy a home they couldn't afford."
He went on to add that lenders need to step up to the plate and also help find solutions for borrowers that are facing foreclosure. At this point it seems like a lot of talk, and not enough policy. I guess we'll see in the coming the months. If you have the chance, check out the
government's new ad campaign to help support their efforts. Let us know what you think.
And in Countrywide news, a recent article from the LATimes (and a discussion on the DealMaker blog) spotlights the back-tracking that Countrywide did as it was held captive by the industry trends at the height of the sub-prime flurry. Check out the article below, and have a great week.
P.S. Make sure you check out our new DP website.
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Clarity Training Group |
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As Loan Officers, when we speak with our prospects, we can typically develop a loan program that offers tremendous advantages over their existing financial situation. Still, some prospects seem reluctant to pull the trigger on doing the loan, and that reluctance either increases the time it takes to close the loan or jeopardizes the deal altogether. Perhaps they are not thinking clearly, so offer them a little C.L.A.R.I.T.Y. - generally they will then see the light, plus it isolates the source of their hesitation and sets up your close.
The acronym C.L.A.R.I.T.Y. is broken down as follows:
Confront - "Mr. Jones, I get the feeling that you are not 100% on board with this loan program...what is holding you back?"
This simple question does not have to have a confrontational tone, it's purpose is simply to open a dialog about any sticking points the borrower may have regarding the loan, doing business with you or your company, etc.
Listen - Too many loan officers ask a question and then do not let the borrower provide an answer. DO NOT make this mistake; allow the client to state the full reason(s) that they are not 100% comfortable moving forward on the loan. In fact, even when they are done talking you can allow an extra 3-4 seconds of silence to ensure that they got everything out on the table - often the borrower will fill this silence with an additional point or previously unmentioned objection.
Acknowledge - Consumers have been conditioned to raise their defenses with salespeople at this point in the sales process. And they are right to be defensive because all too frequently salespeople proceed to jump down the throat of the consumer and tell them why they should not feel that way. The thing about feelings is that they do not have to be rational or make sense in order for them to be real to the client, so resist the temptation to prove why you are right and they are wrong. Simply acknowledge their feelings with, "I understand how you feel."
Relate - "Mrs. Smith a lot of the clients that I have helped in the past had felt the same way". Remember that the client is probably still waiting for you to bash them over the head with an explanation of why they are so stupid as to not buy your loan. Right or wrong, they have been conditioned over the years to expect this from a lot of salespeople, so by being patient you give them reason and opportunity to lower those defenses.
Inquire - Inquiring allows you to remind them of the reasons that they should do the loan without being obnoxious. "Let me just clarify my thinking on a couple of points to make sure that we are on the same page...you like the fact that you will be saving $300-$400 per month, correct? And you'll enjoy that $5000 in cash to catch up with other bills and to use for the holidays, true? Plus, not having to make mortgage payment next month is going to feel pretty good too, right?"
Tie Down - The borrower has agreed with all of your inquiry questions, and they have been effectively reminded of the reasons why doing the loan is a good idea. Now we have to hold them to it, "So the only thing that was keeping you from being 100% on board with this loan was ___________?" And fill in the blank with whatever they indicated to you during the 'Confront' and 'Listen' portions of C.L.A.R.I.T.Y.
Yes Momentum - They already said "Yes" to the questions in the 'Inquire' and 'Tie Down' sections of C.L.A.R.I.T.Y. so 'Yes Momentum' has already begun to occur. Finish it off by confirming their feelings, and using a short trial close. "Thank you Mr. Jones, I wish more of my clients were as candid as you have been with your feelings. So, if I can demonstrate to you why this loan is good for you and your family, then you would be 100% on board with loan, correct?" When Mr. Jones says, "Yes" once more, you have built enough 'Yes Momentum' to close.
I am not so bold as to claim that C.L.A.R.I.T.Y. works every single time with every borrower, but I can promise that it does bring to light most objections that a borrower may have, provides you a real opportunity to address those concerns, and sets the table for whatever close you are going to use.
Clarity Training Group provides professional sales training and consulting services to the mortgage industry. Bringing more than 25 years of combined experience, Sean Gill and Erik Spurgin of Clarity Training Group provide weekly Sales Tips in DealWire to help you Sell Better, and Close More.
For additional information, or to schedule Clarity Training Group to work with your sales organization, Contact us or visit us online.
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Copyright 2007 DoublePositive Group, Inc
1030 Hull Street, Suite 300 | Baltimore, MD 21230
888-376-7484
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