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What's up everybody welcome back to cells remastered my name is Daniel I'm your host and in this episode I'm going to dedicate to all the loan officers out there I'm going to share with you a more efficient way to conduct the initial 1003 the initial sales conversation in a way that you're going to convert at a higher amount than you maybe doing right now and as far as your current attempts to complete this sales application or this sales conversation your current method may have worked, but the market now has changed and so without the proper guidance and proper script or the right script you may have a difficult time going into 2018 with more of a challenging market in regard to interest rate pricing and of course the neighborhood broker who's just whoring out their price, and so I'm going to share with you a few very, very helpful tricks on how to efficiently conduct the sales conversation which happens to be your initial 1003 Music all right so to all my loan officers out there as a manager of a loan officer team I manage a team and I also produce meaning that I currently do refinances, so I'm doing a sales conversation every day, and it's the same process that I've shared with my team it's the same process that I've shared with hundreds and thousands of loan officers across the nation over my experience and being a loan officer over the last two decades and so the sales conversation the initial 1003 is actually where a lot of the selling happens it's it's really the ray it's your it's your initial interview where you're able to dig up a lot of the correct information you should focus your time on where I see time and time again most loan officers have a difficult time in creating the pipeline that they need or the momentum that they need to fund X amount of units so that they hit their top tier and so my goal here in this video is to show you a more efficient way to conduct the initial sales application so that you have enough leverage to sell a higher rate or sell more fees than your prospect was initially expecting, and so I want to give you an example now I'm going to use this board here, and I'm going to draw essentially what I want to refer to as the 1003 conversation and the reason why I'm putting it in the line with this being start and then ultimately here is the finish keep in mind that this finish is not the pitch this is not actually selling it, yet this is just from open to closed on the initial phone conversation as the market shifts into a higher rate market and pricing change we have to give our consumers and our prospects a little time to catch up because they're not plugged into the market like you and I are they may be about three to six months behind assuming that interest rates are still in the threes or that 25 15-year fix that they saw in the commercial two or three years ago and so as the market adapts we'll notice that in the initial conversation there's a lot of things that are thrown our way that can prohibit us...
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