Stop Talking, Start Listening: How to Guide Clients in a Challenging Market скачать в хорошем качестве

Stop Talking, Start Listening: How to Guide Clients in a Challenging Market

In this episode of Level Up with Kelly and Jay, they break down why your scripted approach is costing you clients and reveal the conversational framework that builds trust and closes deals in challenging markets. Forget the scripts and loan officer monologues—Kelly and Jay share how to have real, high-trust conversations that uncover your clients' true motivations. From navigating buyer fatigue to combating misinformation about rates and timing, they show you how to help clients get past the noise and focus on their actual goals. Learn how to use tools like Mortgage Coach to educate (not just quote), when to bring in down payment assistance programs, and how to ask the one question that stops "I'll wait and save" objections in their tracks. Plus, hear a real success story of a client who was told to wait a year but closed right after Christmas instead. Chapters & Timestamps: 0:00 - Introduction: Welcome to Level Up 0:36 - Helping Clients Navigate a Challenging Market 0:55 - The 3 Key Areas: High Trust, Communication, Education 1:59 - High Trust: Stop Talking, Start Listening 2:26 - The Mistake Nervous Loan Officers Make 3:08 - Getting on the Phone: Understanding Their "Why" 3:34 - Cutting Through the Noise: It's About Their Story 4:21 - Home Ownership 101: Shelter First, Investment Second 5:02 - The Rate Trap: When Clients Get Caught in Psychology 6:11 - Using Mortgage Coach for Education & Buy Downs 6:54 - Working with Real Estate Agents on Client Strategy 7:40 - Success Story: From "Wait a Year" to Homeowner 9:01 - The One Question That Stops "I'll Wait" Objections 9:26 - Wrap-Up: Back to Basics, Level Up 9:46 - Close & Call to Action Want more content like this? SUBSCRIBE to never miss an episode! 🔥    / @leveluploanofficer   For daily motivation: Follow   / leveluploanofficer   on Instagram. SHARE this with a loan officer who needs to hear this!