Mortgage
Sales Assessment Results

"I'm not sure if now is the right time for us to take on a new mortgage."

I understand how you feel, I've felt the same way before. What I found was paying less interest lowers my payment. You save 300 dollars per month, sign here!

The response starts off well by acknowledging the prospect's concern, which is a good sign of active listening. However, it quickly falls short in several areas. While the salesperson mentions potential savings, they fail to explore the prospect's specific situation or motivations for hesitation. This approach lacks curiosity and discovery, as no questions are posed to understand the prospect's perspective better. The closing technique is too abrupt and doesn't build a collaborative rapport, making it feel pushy rather than helpful. Overall, while there is an attempt to present value, it does not effectively address the concern or engage the prospect meaningfully. Score: 3

"I've heard mixed reviews about your company compared to others."

There is always bad apples and poor reviews just abiut anywhere. The good news starts with me, you have one of the best to help your experience go stellar. Please have a seat here..

The response touches on the objection but lacks depth and empathy. While it attempts to dismiss the mixed reviews, it doesn't effectively address the prospect's concern or provide context about the positive experiences of other clients. The phrase 'bad apples' could come off as dismissive rather than acknowledging the validity of the prospect's feelings. Also, inviting the prospect to 'have a seat here' feels informal and might not establish the professional rapport expected in the mortgage industry. A more effective response would acknowledge the concern, share specific positive testimonials or success stories, and ask the prospect if they have any specific reviews in mind that they would like to discuss. Overall, the response could benefit from a more solution-focused approach and curiosity about the prospect's thoughts.

"The interest rates seem too high right now; can you explain that?"

Explaining the interest rates being where they are now would take a lot of time. Bit the bottom line is our economic situation in the United States. We have printed a lot of the circulation of money in recent years this and inflation have contributed to where rates are now. While a rate on paper is what makes the payment, we look to help you with having affordable payments regardless of rate. Where are you looking to buy at?

The response attempts to address the objection regarding high interest rates but lacks clarity and depth. The explanation about economic factors is overly simplistic and could confuse the prospect rather than reassure them. It misses an opportunity to empathize with the prospect's concerns and does not effectively explore the implications of high rates on their specific situation. The closing question about where they are looking to buy is good for curiosity but feels somewhat disconnected from the prior explanation. Overall, the communication could be clearer, more engaging, and more focused on the prospect's needs. A score of 5 reflects an average response that needs significant improvement in clarity, empathy, and value demonstration.

"We are considering a competitor because they offer lower fees."

Fees on a mortgage are a lot a like. And what i find is someone may offer a lower rate costs but have higher processing fees. My match guarantee is that we will meet or beat any offer you get. We would welcome guiding you to homeownership.

The response addresses the concern about lower fees by highlighting the importance of examining the total costs associated with a mortgage, which is a good approach. However, it lacks specificity and could benefit from more clarity on how your services differentiate from competitors. The mention of a match guarantee is a strong point but could be more impactful if you provided examples or testimonials of past success. The tone is professional but could be warmer to establish rapport. Asking a follow-up question about what specific features they value most in a mortgage could demonstrate curiosity and engagement. Overall, while it acknowledges the objection, it does not fully explore the prospect's perspective or demonstrate enough value to compel them to reconsider. Score: 6

"I need to discuss this with my spouse before making any decisions."

Absolutely encouraged that you do. My goal is to give you all the necessary information to have that conversation. I even encourage bringing your wife in on conference call of possible. Let's begin by examining where you are now.

The response effectively acknowledges the prospect's need to consult their spouse, showing respect for their decision-making process. The tone is supportive and collaborative, which is appropriate for the mortgage industry. However, the suggestion to have a conference call with the spouse may come off as too forward without first gauging the prospect's comfort level with that idea. The response lacks a strong closing technique and could benefit from asking a follow-up question to explore any specific concerns the prospect might want to address with their spouse. Overall, a good start, but it could be more solution-focused and curious about the prospect's needs.

"What makes your mortgage options better than just going with my bank?"

Based on your situation since you have a lot of equity and a good fico score, it's going to benefit you by getting lower rates and fees with a wholesale mortgage broker versus going to a bank. The spread on the rare sheet is lower in wholesale to help clients benefit like yourself. If you needed a special loan or construction loan then maybe bank, but a rate shopper like you on a conventional loan will get a better deal at a mortgage broker.

The response effectively addresses the concern by highlighting the benefits of using a wholesale mortgage broker, particularly for clients with good equity and credit scores. It communicates clearly and maintains an appropriate tone for the mortgage industry. However, it could be improved by incorporating a closing technique, such as inviting the prospect to discuss their specific needs further or suggesting a consultation. The response does not ask any follow-up questions to explore the prospect's situation in more detail or actively listen to their concerns. Additionally, while it does touch on value exploration, it could present more specific advantages or examples to enhance the perception of value. Overall, this response shows potential but lacks engagement and curiosity that would further build rapport. Score: 7

"I'm concerned about hidden costs that could arise during the mortgage process."

Most people are and why the way we do things is very transparent. I will aid you in knowing what to expect every step of the way! Let's start here..

The response does acknowledge the concern about hidden costs, which is a good start. However, it lacks specificity and fails to directly address how the transparency is achieved in your process. You could improve by providing examples of what costs are typically involved and how they are communicated to clients. Additionally, you could ask if there are specific hidden costs they are worried about to show curiosity and facilitate discovery. The tone is friendly, but it could be more reassuring. A closing technique to confirm the next step would also enhance the effectiveness of your response.

"We're still paying off our current mortgage; taking on another seems risky."

I appreciate your thoughts on that, and to help you understand further, we are paying the existing one you have off, shortening the term and lowering your rate. While the payment goes down 50 bucks per month you shave years off the life of the loan total. This effectively is saving you 76000 dollars in payments over the 5 years we shorten your mortgage term.

Your response does a decent job of attempting to address the concern about risk by highlighting potential savings and benefits. However, it could be improved in a few areas. First, while you mention the financial advantages, there’s a missed opportunity to actively listen and empathize with the prospect’s feelings about taking on another mortgage. Ask them about their specific concerns or what they feel is risky about the situation. Additionally, your closing technique could be stronger; you might want to suggest a next step or invite them to discuss their situation further. Overall, focus on building more rapport and demonstrating understanding before diving into numbers. Score: 6

"Can you give me some success stories from clients who were in similar situations?"

Absolutely, they happen all rhe time. Mortgages are a wealth vehicle that allows you to realign it to do many things. Iy could be shortening the term to pay it off sooner, it could be taking cash out for needed improvements. Everyone is different, and the number one thing we do is create your success story first. Then once we have teams you like we can move forward.

The response does attempt to address the objection by highlighting the versatility of mortgages and the personalized approach taken to create success stories. However, it lacks specific examples or actual success stories, which is what the prospect is asking for. Clear communication is hindered by a few typos ('rhe' instead of 'the', 'Iy' instead of 'It'). While the tone is generally positive, it could benefit from being more personal and engaging. Additionally, there is no clear closing technique or call to action to guide the conversation forward. Overall, the response feels vague and does not sufficiently demonstrate value or curiosity about the prospect's specific situation. A more effective answer would include concrete examples and a stronger collaborative tone.

"I don't think we can afford the monthly payments you're suggesting."

Cool software

The response "Cool software" does not address the prospect's concern about affordability at all. It lacks relevance, context, and does not engage with the prospect's objection. There is no acknowledgment of the concern, no value exploration, and certainly no collaborative approach or closing technique. Instead, the response feels dismissive and unprofessional. To improve, the salesperson should empathize with the prospect's concern, explore financial options or alternatives, and clearly communicate how the mortgage can fit within their budget. Overall, this response missed the mark completely.