At The Mint Capital we help PEOPLE, then homes.
There is a PERSON behind every file.
Eliot Spiegel taught me about the CLASP method, a technique to move a prospect to the sale.
C- current
L – like
A – alter (using CPR – Cut, Pour salt, Remedy)
S – signer
P – paint a picture
CURRENT:
What is the borrower’s current situation, are they buying or renting? How much are they paying? etc etc
LIKE:
What does the prospect like about their current home? current vendor? etc
ALTER:
If they were able to change something about their current situation, what would that be?
Listen well. The prospect is sharing all their hopes and dreams of owning a home!
CPR – ‘C’ut open the wound by digging deeper into their financial woes.
‘P’our salt by aggravating their problem (by saying, “Yes, paying rent instead of a mortgage for 10-20 years is a LOT of money!”).
Then, bring the ‘R’emedy.
“Yes, there is hope! We can help you fund your dream home!”
SIGNOR:
Is there a spouse or business partner involved in the decision?
Know this information upfront!
PAINT THE PICTURE:
“We’ll help you finance your new kitchen!”
“We’ll get the funding to extend an extra room!”
“We’ll get the best rate for your new home!”
Helping people, then homes!
By presenting a solution to their problem!