Don’t be put off by the title; I’m not suggesting you seize the customer, just kidnap them in their mortgage and protection buying process.
You see the customer is now in control preferring to buy rather than be sold to. We know this. We also know you’re employed as an adviser or broker, but you do need to sell.
Quietly infiltrate where they are in the buying process, ask them, inquire politely.
- How do you usually buy a mortgage?
- What steps do you take when you engage with a new adviser?
- What point are you in your research?
- What have you done so far towards this?
Join them in this step and then provide what they want
Catch up with them, so to speak, then complete the remainder of your adviser sales cycle.