Hello, May I please speak with Mr. Or Mrs._______________. My name is _______________ (I am here in 'your town or state' if local) and I am calling on behalf of (name of company). The reason for the call is that you were referred to me and that you may be paying a high rate of interest on a first or second mortgage or a non fixed rate; is that correct?

Wait for the customer to ask you what you consider a high rate of interest...
or
They may say "I am working with some one already that is helping me." ( In this case, don't give up. Ask if this other officer is local and if not explain the benefits of working with a local rep. Or tell them to get a good faith estimate from them and you will beat it. Tell them what you can to make them feel as if you want to protect them from this other officer that may not be getting them the best deal.) Chances are you can beat the rate or cut your commission back a bit to make a better deal.


Now ask the important stuff about credit, job, income, etc...
After you find if they qualify then you go into the pitch.

What we are doing is offering homeowners like you a no cost no obligation free financial analysis. What the analysis will do is let you see if we could possibly save you money on your monthly mortgage payment. All I need to do is take some basic information down and I will contact you within 48 hours and let you know how much you will save. This is totally free and will cost you nothing.

Then you go right into the application and move fast through it.

• Use OK a lot. Example: I just have a few questions to ask you then we will be done OK. After I get this information from you I will call you back tonight at 7pm OK. Saying "OK" is a very powerful trick. After you say it enough to a prospect they will just say OK back. (don't say: "Is that OK" - Just say "OK".)

• Stand up and move while you are selling. The people will feel your energy on the other end and get excited with you.

• Never say something like this: Thanks Bob, we will get you set-up and call you back. The last thing they will remember is that you are going to set them up. Who wants to be set-up.

• Be the EAR. Listen to what they have to say. No matter what, try to agree with them on their feelings and opinions.

• Don't eat or drink while on the phone. Some people think it is rude and makes you sound unprofessional..

• Avoid talking about religion or politics on a sales call. If they start talking about it, SNEEZE real loud and say OH! I am sorry I have bad allergies and change the subject. (you don't have to sneeze) but do something to get of the subject. Those subjects get personal and take too long. You are here to sell.

• Remember on the phone, no one can see you and usually never will. You can be whoever makes you sell good. What I mean is, be confident and stay in control of the call. Be the expert.

• Remember it takes 9 No's before a YES. Rejection is hard but keep pushing for that reward. The sell!

• Make notes! While you talk make notes on everything. Even their dogs name. If on the next call you randomly throw in "how is sparky and the family" they will really remember you for remembering.