715: The Most Expensive Sentence in Sales: "Get Back to Me When You're Ready" - Coaching Q&A Ep. 12
There’s a sentence I hear mortgage brokers say all the time, and it sounds polite, professional, and totally harmless. It’s not. In this episode, I break down why saying “get back to me when you’re ready” is one of the most expensive things you can say to a lead, what it reveals about your mindset, and the better question to ask instead. If your follow-up feels awkward or you’re losing leads you should be converting, this will help. In this episode, I cover: Why This Sentence Costs You Sales - Handing the lead the serve makes your follow-up weaker and gives away control of the conversation. How Story Drives Results - The story you tell yourself about a lead shapes your emotions, your actions, and ultimately your results. The Timeline Question - One simple question can eliminate bad assumptions and make your follow-up much easier. Why Optimism Pays - The brokers who win usually have a better story in their head before they ever pick up the phone. Never say, “Get back to me when you’re ready.” Ask about timeline, keep the serve, and don’t let a bad story ruin a good lead Follow me on Instagram: www.instagram.com/scottpeckford/ I Love Mortgage Brokering: www.ilovemortgagebrokering.com Find out more about BRX Mortgage: www.whybrx.com Subscribe to my email list, Peckford's Playbook Join the Mortgage Mindset Daily Gamify your prospecting with the 10@10 App I Love Mortgage Brokering is in partnership with Ownwell. To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott .