7 Word Sentence That Tripled Sales

I hope this article provides inspiration or insights to help your realise your own potential so you too can operate a broking practice that provides you ongoing professional and personal reward.

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Trust you've had an outstanding week.

I’ve come to notice over the past few months that while some brokers do a great job generating enquiries, occasionally, the conversion may not sit where they’d like it to.

For that reason, I’d like to share a brief example from the retail sector that tripled conversion, and then provide you with some tangible insights as relate to broking.

Chances are you have been in a retail shopping outlet when you've had to duck & weave to avoid a conversation with the sales attendant asks “is ?there anything I can do to help?"??

You say "no thanks, I'm just looking", breathe a sigh of relief, and then continue wandering.

What if, instead, these attendants knew the 7-word sentence that one retailer in the US used to help?triple?their sales by having more & better quality conversations with customers.

Do you think they'd want to use it?

I do.?

The 7-word sentence made it easier for customers to open up. ??When they did, the store attendant could build rapport, create an opportunity to provide help, ask some more questions – and make more sales.

?For clarity, it’s my understanding the 7 word sentence wasn't the?only?thing this retailer did to improve sales performance, though it did make a significant difference.

Whether we are aware of it or not, our language does make significant difference in the experience our clients have with us.

For example, at the end of a client appointment, some brokers might say :

"Great, thanks for coming in today. We'll get your application underway and I'll send the file across to my PA and she'll keep you in the loop as to how things are progressing." (I've actually heard this said).

An alternative to this might be:?

"Great, thanks for coming in today. ?What I'll do now is introduce you to my team member Mary who will be your key point of contact moving forward as she'll oversee your application all the way through to settlement. Mary will provide you updates and the progress of your application and naturally I'll also be here if you have other questions as well."

One statement treats the client as a 'file'.? The other treats the client as a client – and thereby retains or increases trust.

Small Changes for Big Results

Why's that important.? Well, a small 20% increase in trust can increase the propensity of someone buying your services by 400%.? Huge result for a small change.

If you've ever had clients tell you a lie or hide some info that?you found out about post-application, here's a great question you can use you use to build more trust in the relationship?before?you get into the details:?

"Belinda and Paul, before we start discussing the details of what you're looking to achieve, I'd love to know what’s important for you when it comes to having a great relationship and service experience with us?"?

A small percentage of your clients will tell you?to the letter?what must happen.??

Most won't though.?

They've never been asked such a question by another service provider – so they might offer one or two points, though for the most part, you get to suggest what a great relationship with you and your firm would look like.

It's a great platform to not only win their business, importantly, you win their?advocacy?=> and their desire to introduce you to others in their network.

Another question you could ask toward the start of an interview is “have you ever worked with a mortgage broker…?”

This exact question is used by one of the highest performing brokers in the country shared it with me, so if it is good enough for her, you might consider adding it to your repertoire.?

To your success,

?James.

?PS, the 7-word sentence was "what ad brought you into our store?"