One of the things I advocate is having solid, “best practice” answers to questions that you get every time. These “answers” want to get into and have for myself. Over the next few weeks, I’ll write, and RECORD some of the best answers I can think of to the obvious questions:
- How did you get into the business?
Old answer:
Well, I hated showing houses, and I couldn’t stand carting buyers in my car. It was tedious and stupid, and we have nothing but commodity product in Columbus. So I became a mortgage lender even though I sold a ton of houses.
New Answer:
I got into Real Estate–as a Realtor–when I was recruited by a builder after college. I became a Realtor because I wanted more products to sell when the builder’s stuff wasn’t the best choice. Then I got into mortgage lending because I loed the working “business to business” with Realtors.
(Optional) It’s a great advantage having worked that side of things–having sold homes, and having had exposure to the level of care that Realtors offer.
Follow Ups:
- How did you get into your business?
- How did you choose the company YOU work for?
- Have you been having a good year?
- Do you come across people that need a mortgage?
- Who would a good referral be for you?
- What would help you grow your business?
Both of the answers are true, right, but one answer is negative and stupid, and the other is WAAAAAAAY more engaging. Just to get in the door, you gotta be prepared to have a consistent, attractive message for people.
Here are the other questions: I’ll knock them out as I can…minimum of 2 per week.
- How long have you been a mortgage lender?
- Why did you pick being in the mortgage business?
- Why did you stop being a Realtor?
- How did you pick your company?
- What rates do you offer?
- How did you meet your wife?
- How did you pick Westerville?
- What hobbies do you have?
- What charities/groups are you involved in?
- Do you co advertise with Realtors?
- how long does it take you to close a file?
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