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.
Paul Archer is a financial services specialist. He has worked with clients in the UK and worldwide in developing their knowledge and skills. He has worked with companies in the UK, USA, Europe, Middle East, India and the Far East sharing best practice from the UK – arguably the most developed and most competitive services sector in the world. He has 35 years of business experience, working with banks, building societies, insurers and brokers. For the last 19 years, he has managed his own training business. Level 4 qualified and holds the mortgage adviser certificates and speaks regularly for the Society of Mortgage Professionals on mortgage-related sales and technical topics and works regularly for the Chartered Insurance Institute delivering technical and skills workshops.
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