Are you a mortgage broker?
How much of your day do you spend working on generating business for your brokerage?
I’m sure you’ve been told to perfect your elevator pitch. But here’s where that can fall flat on its face. I’m willing to bet that when you talk about mortgages, you think, “people will find that so boring”.
And so when you create your elevator pitch, it almost always goes like this.
“My name is Joe and I’m a mortgage broker. I help people find the right homes in the Sydney area.”
What else is there to say right?
How about something as simple and seductive as your WHY.
The reality is you’re not in this because you love to sell mortgages. Maybe you just fell into the profession by chance. Maybe you got a degree in something that made mortgage brokering a sensible choice.
People choose careers for all sorts of reasons. But if you’re going to sell and excel, you’ve got to find passion in your business – a genuine passion for helping people.
So why are you really selling mortgages?
The big question is: “Why should I listen to what you do? Do your reasons have everything to do with ME?”
Here’s a formula for setting yourself apart:
WHAT I LOVE TO DO + HOW I’M GOING TO BE IN SERVICE + MORTGAGE BROKERING
Do you love the “thrill of the hunt”?
“I’ve been a bargain shopper all my life. This is an Anne Klein dress I got for less than half off. And it’s because I love bargain hunting that I became a mortgage broker. Nothing thrills me more than finding the best deal for homebuyers.”
Your prospect will love that you’re hunting for the best deal for them.
Do you love to cook?
Does it make you feel good knowing you’ve counselled people out of their unrealistic purchase because you knew that dream would clash with their lifestyle plans?
“I help people bite off what they can actually chew when it comes to getting prequalified for a home purchase. I want them to savor every bite of their home purchase and not have to worry if there’s going to be enough left over for Friday date nights and Swiss ski holidays.”
Your prospect will love that you actually care.
Do you love chess?
Are you a numbers geek who loves the process of crunching numbers and in the process, saved your client thousands of dollars?
“I’m a grandmaster of chess when it comes to finding ways to help people save money on their mortgage. I’m creative and strategic. And I never quit until I say “checkmate” to the lenders and win my clients a deal that lets them own a home and have money left over.”
Your prospect will love that you’re on their side.
Try it. Present it like that and your elevator pitch suddenly becomes nothing short of fascinating.