Why Are You Trying To Sell Me Something? I Just Had a Question.

By
Mortgage and Lending with PS Financial Services 305-791-4874 or 888-845-6630

Why Are You Trying To Sell Me Something?

I Just Had a Question.

It's not uncommon that we have come across this at least once or twice in our careers. The fact of the matter is, whenever a potential client calls to make inquiries and we bombard them with sales pitches, we potentially loose out on their business. They don't want to be sold on anything, they just wanted some information.

It's important to remember that while we are in the business of selling, we are consumers ourselves, and we don't like to be sold either. I think sometimes this slips some minds and every phone call they receive ends up begins and ends with a sales pitch. Not that there's anything wrong with selling your product or service, but there is also a time and place for everything.

The consumer should be the one asking the questions in the beginning, not the other way around. We make our pitch, if our pitch is solicited. In the mean time, answering questions is what we're here for. 

We call ourselves experts in our fields, trust that the consumer will realize that too by the way we answer the questions they have. Don't stumble through your explanations, answer their questions with confidence and they'll realize that you know what you're talking about. 

Potential clients should determine their interest in your sales pitch, not you. I mean, how annoying is it to receive incessant telemarketer calls all day? Exactly.

It's a tricky tight rope but it can be managed. Let your potential, or already, clients take the lead. Trust that your experience and their assessment of your ability will be create a successful transaction. Remember that you both rely and need each other.

If you think a reverse mortgage is right for you or simply have questions, let us know at PS Financial Services by giving us a call at (888) 845-6630 or email us at info@PSReverseMortgage.comWe do not pressure those who inquire, we're simply here to help.

Click here for more information about the elimination of the reverse mortgage program as we know it:

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Rainmaker
60,468
Elizabeth Bouchard
Long & Foster Realtors - Arlington, VA
Associate Broker in Northern Virginia

Good points, Phil.  I tend to run the other way when someone puts the sales pitch on me.  Much better results when they are low key but do know the way to show me the benefits and value of what they have to offer.

Sep 12, 2013 08:47 AM #1
Rainmaker
244,743
Phil Stevenson, CRMP
PS Financial Services 305-791-4874 or 888-845-6630 - Miami, FL
Reverse Mortgage Expert in Miami and Florida

Elizabeth, exactly. We can't starting selling right out of the gate. It's more important to make them comfortable before you propose anything, especially if you call them. Most people don't welcome telemarketer strategies.

Sep 12, 2013 08:53 AM #2
Ambassador
1,572,158
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Phil- I agree.  We have to remember that we are consumers as well and if we don't like it when it's done to us, why would we do it to those who call us. 

Featured in Bananatude

Sep 12, 2013 11:27 AM #3
Rainmaker
244,743
Phil Stevenson, CRMP
PS Financial Services 305-791-4874 or 888-845-6630 - Miami, FL
Reverse Mortgage Expert in Miami and Florida

Kathy, thanks for the feature! I always hang up, or tune out, people who pitch. They sound like robots repeating a script. A human being, with valuable information to offer you, will always make your clients more comfortable and interested in what you have to say.

Sep 12, 2013 11:38 AM #4
Rainmaker
221,749
Dana Hollish Hill
Buyer's Edge Company, Inc. - Bethesda, MD
Vice President & Associate Broker

I try very hard to answer the questions that I'm asked first. I find that works in real estate and in parenting. 

Sep 13, 2013 06:59 AM #5
Rainmaker
244,743
Phil Stevenson, CRMP
PS Financial Services 305-791-4874 or 888-845-6630 - Miami, FL
Reverse Mortgage Expert in Miami and Florida

Dana, exactly. We have to provide a safe haven for clients and children so that they can trust us before any 'selling' happens. It also prevents any misunderstandings.

Sep 13, 2013 07:03 AM #6
Rainmaker
360,849
John Mosier
High Country Realty - Prescott - AZ - Prescott, AZ
Prescott's Patriot REALTOR & Land Man 928 533-8142

Phil -- You came across as being both credible and helpful. You sold me without any sales pitch.

I have a client who has a BIG home for sale and plans to sell and downsize. He is way old enough to quaify. Can he use a reverse mortgage to buy his smaller home?

Sep 13, 2013 10:23 PM #7
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Rainmaker
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Phil Stevenson, CRMP

Reverse Mortgage Expert in Miami and Florida
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