Page 5 - WS_Marketing Strategies for Dynamic Growth

Top Producer Tips Overcoming Objections
Below are some sales and prospect conversion It’s important to remember that…
tips utilized by top AAG producers: An objection does not mean you are losing the sale.
3 Some people are just starting to gather 3 Objections offer a better understanding of the prospect’s thought process
information, which is a natural part of the and provide insight into where their mindset it at this particular stage.
process. Be prepared for a slower process to
close. Remain patient and persistent. 3 Familiarize yourselves with the most common objections; by doing so you
may in fact be able to cover them before they even arise.
3 Improve your contact ratio by varying your
tactics. Use drip campaigns via email and 3 Embrace objections as an opportunity to continue developing rapport, and
direct mail to supplement your outreach to persist in discovering their true emotional needs and wants.
efforts. Use secondary phone numbers and
call at different times of the day. Visit the
AAG Wholesale Website - Marketing Drop TIP: Address what may be seen as the negatives of the HECM loan, such as the
Down Tab for templates. impact on heirs. Honesty builds trust!
3 There are often several people involved
in the final decision making process (kids,
financial advisor, friends, spouse, etc.). It
would be beneficial to slow the process
down and use conference calls when
necessary.

Mindset
This process typically involves multiple Common objections include:
calls/visits - the first call should be all about
discovery, and establishing rapport and trust. 1. The Brush-Off
Use the second call to apply the relevant HECM Sounds like, “Just send me some information” –
loan benefits to that particular prospect’s
specific situation. Be prepared for your Let them know that you can provide specific information for their situation right
prospects to shop around. Trust that during the now while also sending generic information.
discovery phase you created a strong enough
dialogue and level of trust that will bring them Example Response: “I’d be happy to, Mr. Smith. It’s important that we send you the
back to you. Patience, understanding, and at right information, so let’s just take a minute to get a better understanding of what
times repetition are key when dealing with our you are looking for and we’ll get that information right out to you.”
target demographic.

2. Competition
Sounds like, “We’re already working with” –
With this response, it is important to still establish rapport and identify what it is
that motivated them to move forward with the loan (not the company they are
The Trust working with, but the loan itself). Remember that “bad mouthing” the competition
Equation is unprofessional and unnecessary. Gain prospects’ trust, be personable, and set
yourself up as their back up.

Credibility + Reliability + Intimacy Example Response: “That’s great, so it sounds like you’ve done your research into
the advantages of the HECM loan already. What is it that motivated you to move
forward with the loan”?
Self-Orientation
=
Trustworthiness
3. Procrastination
Differentiate yourself and Sounds like, “I’m not ready. Call me back in 6 months.” –
your company by focusing Agree to follow up and dig deeper to find ways to take action sooner than later.
on the development and
constant improvement of Example Response: “Ok Mr. Smith, I’ll set up a reminder to reach back out to you in
a few months. If I may, so that we can have a better understanding of the potential
trustworthiness in your solutions a HECM loan could provide for you, what is it that motivated you to call
organization. TODAY?”