September 12, 2017
Episode #18 of Mortgage Banker University with Brett McDonell focuses on a proven and time tested closing tactic called “The Concession Close”.
This closing tactic is a MUST HAVE for every mortgage professional to have in their sales tool box. Without closing tactics like the concession close, most loan officers have no strategic plan to actually transition a prospect to a client and to get a formal commitment to get that loan going.
In This Episode You Will Learn:
- – How to leverage a prospects wants, needs and special requests into a formal commitment to proceed with you.
- – How to couple the “concession close” with the “risk reversal close” for the ultimate close.
- – Control the power frame with your prospect to not allow them to walk all over you
- – How to strategically close clients without them feel as though they’re being closed
This tactic is a powerful sales tool that you can use to increase conversions, convert prospects quicker and make more money.