Mortgage Marketing is not difficult; you simply must ‘hit the right notes’ and allow others to open up to you. It’s a well-known fact that networking’s philosophy is all about ‘giving’, but how do you give people what they really want?
In Mortgage Marketing, the act of giving can come in many different ways, but it’s primarily about providing the other person with value of a kind. It may be as simple as finding them their “dream house” or providing great costumer service. But it can also come in the form of great advice or being completely honest about your product and service. These are all things of value that a person may want.
The saying goes – “The road to hell is paved with good intentions”
Sometimes you really want to give and help others, and you act upon it with deep intentions, but occasionally, you don’t give the person what he really wants and needs. You end up missing the target that may even result in drifting away from the potential business contact.
So how can you know what people want? Do you need special powers to do so?
Not at all! There are ways to find out what people really want…
Finding out what people want
No, I am not going to teach you how to use telepathy to get into people’s minds at a Mortgage Marketing client meeting. Discovering what people want is about working your way to find out what their needs are. Here are a few useful ways that will make you a better giver:
Simply ask what they want
This is a simple question that many people find hard to answer. Just ask what their needs are and what they want. Through their answer you will figure out how you can be of assistance to them.
Tell how you can help
Sometimes it’s hard to understand what the person wants. The chemistry is not working. Perhaps this is because he or she is too shy. In this case, tell them how you can help them and at some point roll the conversation back to what it is they need. Be specific about your abilities and products to help so the person would be able to really understand if they are interested in your offer or not. And in this case, ask what they would want, and ‘throw the ball’ back at them.
Sure, Mortgage Marketing is all about give and take, but both parties need to know how to give and what to give.
Ask guiding questions
During your Mortgage Marketing client meetings, asking guiding questions intelligently can be beneficial. Don’t be afraid to ask questions even less formal ones, if it feels right. Try to focus on some of their words and ask questions to know more about a particular topic.
Remember, the more personal you get, the better you understand the person and build on your relationship foundations. You may ask, get personal during a business meeting? Yes! Great foundations are built through knowing every aspect of the person.
Get to know what their favorite restaurant is, their favorite mentor or speaker, clothing brand and so on. Gradually, you will get to know how to please them personally rather than just in a professional capacity, and so, in turn give them what they want and what they personally love.
Really listen to what they say
It may seem obvious but it’s not! I have to tell you that so many people don’t really listen as their minds wander into other occurrences. In Mortgage Marketing, make an effort in truly listening to the other person’s words, try to get into their shoes and understand what stands behind those words. Only then ask your guiding questions.