Monday Apr 15, 2024
550: What To Say When Making Calls - Paula Nirschl
Don’t know what to say when making calls? Most people struggle because they don’t know what to talk about.
In this episode Paula shares:
- 3 Different openings to use when calling your past clients
- The best questions to ask to build rapport with a new realtor
- A very clever trick to increase the number of debt consolidation loans
Paula Nisrchl is the head coach for the Guild Mortgage Elevate program and Scotsmens guide ranked LO based out of Vancouver, Washington.
To connect with Paula Nirschl you can check out the links below: Elevate Coaching Program | Guild Mortgage (guildmortgage.com/about-us/elevate-coaching-program/)
Switch to Guild | Guild Mortgage Career Opportunities (guildmortgage.com/switchtoguild/)
LinkedIn (linkedin.com/in/paula-nirschl-robb-wa-mlo-383396-1a279839/)
Instagram (instagram.com/your_loan_coaches/)
Facebook (facebook.com/mortgagepartners)
- For more tactics and tips follow Scott on Instagram
- I Love Mortgage Brokering.
- Find out more about what Scott is doing at BRX Mortgage.
Join me as I talk with Paula Nirschl, a Vancouver, Washington-based Scotsman Guide Rank Loan Officer and chief coach for the Guild Mortgage Elevate Program. Find out how her experience coaching basketball helped her become a remarkable cold caller in the mortgage industry. Through role-playing and real-world scenarios, we go deeply into the nuances of cold calling methods, creating an entertaining discussion.
Key talking points from this episode:
- Building relationships and focusing on how one can provide value to others, rather than showcasing expertise
- Asking open-ended questions and being genuinely curious about the person you're interacting with.
- Active listening and genuine curiosity about others' interests, family, business, or background fosters a sense of value and care.
- Adapting to changes in technology and consumer behavior in the mortgage industry.
- Viewing oneself as a prospector first and foremost, regardless of the industry.