Sell With Purpose

At Lead Research Group, I have been asked for help with scripting for sales organizations in the loan modification, debt settlement and tax resolution industries. I come from a 13 page script background. No memorization, no phone time is what I am accustomed to. There is something to be said for good scripting knowledge and making it your own. This is true because not to conversations will start alike. You can do your best to control a conversation but with many potential customers in these industries, suspicion, interest, questions and fear make up a common psychology of people calling you on mail and tv campaigns. They do not know you, so scripting will be important in your effort to get enough information to qualify and educate your potential customers on a product or service.

Scripting is not enough though! A sale made without having a customer's best interest in mind is hollow. I heard a saying years ago something like the following: "Help enough people get what they want and you will get what you want". From a sales standpoint, we want more closed deals and are clearly motivated by increased compensation with increased production. But this presents a danger: The danger is that the sale is cared about more than the family being serviced.

So, what do the potential clients of these industries want. They want to get financially back on track. They want to remove worry and uncertaintly from their family and often times to protect their children. They want to save their family home, get out of credit card debt, and put an end to threatening letters and calls from the IRS, Mortgage Companies, Credit Card Companies and Collectors. They are not bad people but are caught in circumstances financially that have spiraled out of control. They would prefer to recover and then focus their time and effort on family, kids and relationships. In essence, they want what most people want...love, friendship, time with kids, date nights for husbands and wives, dinners without arguing and silence created by burden and stress and for a strategy to right their finances.

In comes you! Help enough people get their finances back on track and remove worry and burden from a family and you have a customer that will refer you potential clients left and right. They have to believe you care. They have to believe that some how and some way that they are connected to your greater desire to help people, and that you as a representative of your company, are the perfect conduit to righting the ship, and helping them enjoy family and life once again, without the fear and worry that has plagued them during this financial crisis. It comes down to good people helping good people that became side tracked.

Get them back on track. Do so, with a greater concern for familes and fellow human beings and you will win business from the competition hand over fist.

Loan Modification Referrals-Direct Mail

The Loan Modification Industry, given the state of the housing market and economy, is very busy. Most people know someone who had been or is currently suffering from a job loss, hours reduction, furlough, lay off, adjusting rate loan and medical emergency. If you don't know of someone like this, you travel in circles of people that don't face these real human troubles or you are not paying attention.

Why is this important to the loan modification firm? It's simple! Referrals still are the best marketing you could have but how do you get them? The easiest way to get them is to do a good job helping a family get their loan modified. The next best way is to use your sphere of influence that you can lean on to gain credibility with people they know. There is a bit more trust in this situation and yes, given the experiences of people out there, trust is a huge issue.

The most often overlooked referral opportunity is those inbound opportunities where someone calls in from a direct mail campaign and is not a good candidate for loan modification. Sure, it is disappointing when a sale cannot be made, but if you treat that person well and educate them on the product, it should be okay to ask for a referral of someone they know that you may be able to help. The goal is still to save Americans from losing their homes, right? Why not use rapport and trust built in a conversation to gain referrals even when you can't help someone? Even if one in 10 people you talk to a day gave you a referral, it would lead to 22 extra sales conversations. If you closed 10% of the people you talked to that would be 2.2 extra deals per month. Why? Because you asked for referrals!!!

For a direct mail campaign for loan modifications packed with sales opportunities and great referral potential, call Robert Brack Lead Research Group. 800-884-8371 Ext. 5430