Digging into the "Why"

& Presenting Plans with Clarity

"If there is no PAIN, this is just another bill".  Learn here how to dig more into the WHY and ask the right questions to pain the picture for the client.

Also "Confused Minds DON'T buy". Learn how to understand more clearly how to work up options for your client and present the ones that make the most sense.

HOMEWORK:

 

  1. If you haven't yet written out "YOUR WHY STORY" and sent to your manager, please do so.

  2. Practice with  Agency Owner the "NOW" and "WANT"

  3. Practice the "who" "what" "when" "where" "how" line of questioning.

  4. Take good notes and find plans that are in 10% of what the client pays per month for their mortgage payment.