In this episode, Kenneth Travis and Shane Kidwell dive into the topic of the intake call and its immense power in building trust with potential buyers. They discuss how these conversations can be used to confront the truth and establish a strong foundation of trust that can ultimately lead to successful business relationships.

2:00 – Myth Buyers are Liars

4:00 – Difference Between Perspective and Truth

16:30 – There is Always a Next Step

Takeaways:

There is often a difference between the perspective of the buyer and the truth of the numbers that loan originators have to deal with.

Having a well thought out, strategic intake conversation can help bridge this gap and build trust with the borrower.

These power conversations require balancing the borrower's perspective with the loan officer's need for accurate information.

Failing to have powerful conversations can lead to missed opportunities and lost revenue.

You have to specify achievable outcomes and the actions needed to achieve them can help ensure success.

Quotes:

“The reality is they are answering the questions to the best of their ability.”

“There is something powerful about having an intake conversation and breaking down the barrier of consumer vs business.”

“They look at us like we are a car salesman not as a trusted advisor.” 

“Be relatable, be likeable and work as hard as you can to become their friend.”

“Take it to completion, do not leave anything unresolved when you are having an intake call.”

“There is always a next step in the conversation. You have to follow up your phone conversation with an email list of instructions for your buyer.”

“They lose a sale because they had poor conversations with the buyer.”

“It’s little tweaks in our conversation that is going to influence a buyers trust in us.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/