| I love this question! One thing I would clarify is if this is in person or over the phone. If over the phone, is it cold calling or someone calling in to you?
I like the idea of asking the borrower questions. My technique has always been to get them talking. And I don't mean talking about interest rate. I mean get them talking about them, whether it be mortgage related or not.
Oh sure I want to close the deal, but I want them to think of me as being the "good mortgage person" and they tell all their friends about me. If I'm just throwing facts, figures, rates, ect at them without them talking, that will never get them to remember me because I would be just like all the other LO's they've talked to. |