Professor Moc is back this week with special guest Chris Petrick, a financial advisor at Ameriprise Financial Services. Chris sheds some insight into why it’s imperative to have a well-rounded and well-briefed team when it comes to providing the highest quality service to your clients. Listen in to access an exclusive Core7 Freebie!
How do you introduce your team when when speaking with a client? Or introduce the concept of your team? Here is my way:
“Mr Smith, can I tell you about the unique way that I work?”
“I always make sure I look out for all of my clients and their overall financial plan. I see it as the greatest value I can give you. So to make sure I do this, I have set up a team of resources to help you in all aspects of your financial well being.”
“You see, I am the expert in Mortgages, but I know enough to be dangerous in other areas. So I created this team that will collaborate on your behalf. “
“I may make introductions or suggestions during our discussion. There’s no obligation to do anything, but I will make the suggestions. I hope that’s OK?” “(IF YES- You now have permission to make as many referrals as you want).
“So let’s get started. Help me understand what’s most important about this mortgage financing to you?
(There are courses that dig deep into the details at https://core7.mykajabi.com/
Please excuse my grammar. I do not edit these posts.. Everyone’s time is to valuable. My goal is to get information out as quickly as possible.
Here are 3 reasons why you should pre-purchase a copy of my “Not yet released” book HOW TO CREATE A CORE7 MASTERMIND GROUP: EXCLUSIVELY FOR REAL ESTATE, MORTGAGE, TAX, & FINANCIAL PROFESSIONALS.
1) You get full access to the step-by-step formula quietly generating over $200,000 per year (so you can drive more prospects and customers to your business with the same easy-to-implement system)
2) You’ll get email & sales copy templates, of all the Cross-Sell Scripts for each Core7 Professional, so you can plug these tested strategies into your business to save time and money from day one.
3) You’ll receive a 49% Discount. DON’T FORGET TO PUT THE REBATE CODE C7EBOOK (all caps)
So… If you’re at all interested, or even just curious to discover what Core7 can do for your business, here’s where you can pre-order a copy. https://core7.mykajabi.com/
BUSINESS TIP: Feel Good Friday Emails. At Core7 we teach our professionals to send emails to their clients and business partners to let them know how much you appreciate them. Every Friday an email reminder is sent to remind our members to do that. Here’s what it looks like to a past client for example:
Dear Friend,
I just wanted to reach out and say hello. I want to let you know how much I appreciate our business relationship. I am very fortunate to have you as a client.
Thank you,
Simple…but effective!
GREAT QUOTE: “Victory is reserved for those who are willing to pay the price.” -Sun Tzu
TOP 5- NOT FINANCIAL: Who are your top 5 Rock bands? Here’s mine…..
SCRIPTING: Here is a great script that has been effective for me to set the table to be able to refer comfortably at my consultation with a client:
LOAN CONSULTANT: “Mr Smith, can i have your permission to give you a quick agenda of how the call will go?”
CLIENT: “Sure.”
LOAN CONSULTANT: “First i want to find out what is important to you about the home loan, and assess how real estate fits into your overall financial plan. Then I may make some introductions to some experts in other fields like Financial Advisors if that makes sense. There’s no obligation, and you do not have to speak with them if you don’t want to, but I may make the recommendation. Is that ok and does that make sense?”
CLIENT: “Sure.” (What kind of client would say no? Seriously….)
Then I go on with a few other items that we’ll discuss. The point is that many professionals are afraid to make referrals to their business partners, because they are worried the client will not like it. EVEN IF IT’S ADDED VALUE!!!!
This scripting gets permission and makes it easy.
CORE7 WILL PRESENT AT YOUR OFFICE:
Managers of real estate, mortgage, tax, and financial establishments. Core7 will conduct a presentation at your office or by webinar to explain the Core7 Referral Methodology, and How to create a Core7 Mastermind Group with their business partners.
Just the presentation alone will generate business. It will give your reps scripting, ideas, a format for the networking meeting, and strategies to increase accountability between partners.
The entire presentation is built around how the 7 professionals can work together systematically in a predictable, systematic, and accountable way, that most importantly benefits the consumer.
Here’s How we do it:
1)We obtain a headcount of the representatives who will attend from your organization.
2)We then provide them the materials and swipe copy invitations to invite invite their business partners to attend.
3)Then we present our unique Core7 Referral System to illustrate how they can work together to generate more accountable win/win relationships that benefit the consumer. The positives of this presentation for your teams will be invaluable. Let us know and we can send you more information regarding The Core7 Referral System.
support@mycore7.com
Many Financial Advisors have said that they are disappointed that they don’t receive more referrals from their Mortgage Originator partner. Most have given up on even trying, and just settle for good service and getting loans closed for clients.
It doesn’t have to be that way………….. The Core7 Referral System has a proven methodology that makes it easy for a Mortgage Originator to generate a ton of outgoing referrals to financial advisers. Here are some of the tactics that allow the Mortgage Originator to do this:
1) Set the stage and convey a different approach. Use the Core7 Agenda Method:
Let the client know you take a different approach to make sure you integrate real estate into their overall financial plan. Then ask permission to go over a quick “Agenda” of how this call or meeting will go.
When they say “OK.” Tell them you first want to find out what most important to them about this mortgage, and you may make some introductions to other experts on your team to make sure they get the best service. Let them know there is no obligation and they don’t have to accept your introduction, but is typically time well spent.
Then ask “Is that OK?” Now you have permission to make referrals without the client feeling uncomfortable. Many professionals are reluctant to make suggestions. Now there’s n0 excuse. (You then continue with next steps based on your own “Agenda”.
2) The Cash Flow Cross Sell at The Loan Consultation:
All Mortgage Originators use debt to income ratios to calculate the loan amount for Pre Approval. These numbers do not include lifestyle expenses for entertainment, hobbies like travel and leisure, and other expenses not included on the credit report etc. This is a great time to introduce a Financial Advisor to analyze cash flow and discuss some of the basic tax planning.
Here’s how I introduce it.
“Mr. Smith when I issue a pre approval, I use debt to income ratios based on debt from your credit report and the mortgage payment. This does not include many of your lifestyle expenses like hobbies, vacation, and entertainment. I think it would be great to review this with a Financial Advisor to make sure we make smart decisions. How is your relationship with your Financial Advisor who specializes in cash flow and tax planning?”
The closing can trigger many financial ramifications. The client has created an estate, and it’s important to protect it. A Financial Advisor Introduction at this point is necessary.
By introducing the Financial Advisor at these 2 points, whether they have said yes or no to the introduction, you have accomplished 2 things:
4)The 1 to 3 Month Cross Sell: This is really simple just follow up and say:
“Hi (Borrower),
It has been a while since we have last spoke, I hope you are doing well.
My goal is to always be a valuable resource for you. I was reviewing your Mortgage Planning Analysis and I noticed you don’t have a financial advisor. I think it is so important to have one, and it’s critical to your financial well being.
I’d like to make the introduction to the advisor on my team, I think it would make a lot of sense. Would you mind if I made the introduction?
Again, there is no obligation, but I feel it would be time well spent.”
Core 7 Mortgage Originators ask this integrated question in every review. It’s the question that helped me generate 70 Referrals to my Core7 Financial Advisor in 18 months!
“What are your 2 to 10 year financial goals?”
This can bring out so many future needs, and most important it creates the opportunity to ask The Referral Generator.
“How is your relationship with your financial advisor, who specializes in (WHAT THAT NEED IS?)”
GO GENERATE REFERRALS, ADD VALUE TO YOUR PARTNERS, & MAKE A DIFFERENCE IN THE LIVES OF YOUR CLIENTS!
“If you don’t ask you don’t get.”
-Ghandhi
SALES TIP: To generate outgoing referrals for Realtors, be sure to do annual reviews that include the question
“What are your 2 to 10 year real estate goals?”
For Financial Advisors include the question:
“What are your 2 to 10 year financial goals?”
GREAT APP FOR COMMUNICATING WITH YOUR TEAM: WhatsApp www.whatsapp.com
I just started using the app to communicate with my team and was laughed at by friends. They said “Welcome to 2014!”
The biggest benefit is being able to leave voice texts back-and-forth, which makes it much easier to articulate what you want to say. It also forces each person to listen to an entire message before speaking. It avoids wasted conversations and going off course.
It is a great application for arguing also. One person has to listen to the others entire thought before answering 🙂
TOP 3 BOOKS THAT MAKE A DIFFERENCE IN BUSINESS:
Think and Grow Rich by Napoleon Hill
How To Win Friends and Influence People by Dale Carnegie
The E-Myth by Michael Gerber
All of these books are located on our website www.mycore7.com under RESOURCES
Exclusive Core7 Groups are looking for members!
BOSTON/BROOKLINE, MA: Estate Planning Attorney, and Accountant
HINGHAM, MA./SOUTH SHORE: Realtor, P&C Agent, Accountant
LOWELL/DRACUT, MA: Estate Planning Attorney, P&C Insurance Agent, Accountant
BRAINTREE/QUINCY, MA.:Estate Planning Attorney
ACTON, MA.: Realtor, Estate Planning Attorney, P&C Insurance Agent, R.E Attorney
PEABODY, MA. Realtor, Estate Planning Attorney, P&C Insurance Agent, Accountant, R.E Attorney
BURLINGTON, MA R.E Atty, Estate Planning Attorney, P&C Insurance Agent, Accountant.
If interested go to FIND A GROUP AT www.mycore7.com put in your info and you will be contacted by the Core7 Group Leader in your area.
