Be Prepared For The Obvious..

Not too long ago, I laid a giant egg.  An instant, where I could have had a happy, long term and profitable client working with me turned into an awkward, rambling and stupid time. 

I made a vow to never, ever let that happen again.

I made second vow to always embrace times that i can learn from the stupid stuff that I do. 

I got myself in front of someone that could have sent me a lot of business, if he was comfortable with me.  I got myself in front of somoene with the real live ability to help make my business more successful, given me great referrals, and helped it grow.   But, because I didn’t have the absolute, basic fundamental bases covered, I blew it.  Maybe that was a $20,000 lesson to me, every year.

The question was: How did you get into the mortgage business.  I used to be a Real Estate Agent, and he knew it. 

My answer, "Well, um…I couldn’t stand showing houses, but I um…made good money, so it wasn’t like I was running with my tail between my legs."    The conversation got stupider and worse from there, and a guy that was looking for a lender put me in the pigeon hole of negative moron that runs on and on at the mouth.

I didn’t want to be in that category, but what other choice was there?  I wasn’t prepared.  I was tossed an easy pitch, and I couldn’t even swing.  I’m putting myself out there in networking situations on a daily basis.  I need to have a BEST ANSWER for a list of questions. 

You are asked the same 7-10 questions in almost every business setting.  Why not have answers that are succinct, upbeat, positive, friendly and engaging?

Here are the questions I will never fumble again:

1. How did you get into the business?
2. How long have you been a mortgage lender?
3. Why did you pick being in the mortgage business?
4. Why did you stop being a Realtor?
5. How did you pick your company?
6. What rates do you offer?
7. How did you meet your wife?
8. How did you pick Westerville?
9. What hobbies do you have?
10. What charities/groups are you involved in?
11. Do you co advertise with Realtors?
12. how long does it take you to close a file?

Now, all of these eleven questions are what work for ME–and the bases I’ve covered so far.  What it means is that I am congruent with my buyers and my sellers.   

Related Links:

Scott Ginsberg -  Grill Yourself 

Jeffrey Gitomer- Creating the Perfect 30 Second Commercial