CLASP

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!