Asking the right questions is key to being an exceptional Mortgage Advisor, rather than a Loan Officer that simply gives the client debt to manage on their own. By implementing this step, an Initial Dreams and Goals call, you will ensure that you understand the clients holistic situation, know what their financial goals are and be able to communicate exactly how you will help them get there.
This is how to facilitate an Initial Dreams and Goals call.
1. Set proper expectations
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Since this is such a critical step in the Mortgage process, expectations need to be set with the client to have them carve out at least 30 minutes for this call. It will consist of strictly intake, asking questions and recording information about them and their unique situation, but if the process is rushed it will not live up to its full value.
2. Listen, don't advise (yet)
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This call is not meant to advise the client on what Mortgage they should be in, when they should buy or any other financial options they have. It is strictly an intake call and should be treated as such. Listen to their answers, record the information in your CRM or directly in the intake form, so that you can refer back to it when the consultation is being planned.
3. Use a script to ensure the process is consistent each time
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Use our intake script to ask the proper questions to the client and record their answers in an organized way. Working off of a consistent script will ensure you don't miss any topics or information needed to properly advise the client in the next meeting.
4. Structure the advice based on the client you're working with
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At the end of the Initial Dreams and Goals call, ask your client what level of information they're interested in hearing. For some, they want a high-level overview of the steps they should be taking, for others, they want to know in-depth, the Mortgage that's best for them and how they can maximize their financial success.
Are you ready to implement the Initial Dreams and Goals call? Let us send you our script to make facilitating the intake call easier and ensure the process stays consistent for each client.
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