For the last few months my wife has been talking about getting a new car. Stay with me here because there are a few lessons you can use right away.
We rarely keep a car more than three years so leasing always seems to be our best option. Her lease is up in six months but there were three big problems.
1. She is way over her 18,000 miles per year.
2. The car has been driven close to 60,000 miles and needs major work.
3. Her tires and brakes are shot! (Not good!)
So yesterday she got her new Lexus GX, the same car but a different color and now with 20,000 miles per year and with a payment $9.00 more than her current one.
It was a win-win for everyone involved as I see it. So here are the lessons:
First, while this deal made a ton of sense for us financially, I'm pretty convinced that she started getting that "I need a new car" itch and the rest was just justification for the decision. Where can you find buyers looking for a mortgage or refinance right at the time they are just starting to think about it.
Most will pick up a homes magazine just to see what's out there. Your article or ad should be right there. In fact, you should be offering free reports and information and even free consultations.
People don't want to be pushed or sold to at this point so you need to recognize that. Knowing where someone is in the sales process is critical to your success.
If you push too hard you will drive them away. If you build a relationship and follow up they will come back and use you.
Second, this is the sixth car we have obtained from the same person at the same dealership, a relationship going back over 10 years. Why? We trust him; when we think new car, we each say call Dennis.
He is honest and he truly created a win-win for us and for him -- no one is rushing to buy a Lexus truck right now that I know of but given that we have two teenagers and one plays lacrosse we needed something big.
How do you build trust with your clients? Do they feel good or bad when they leave your office? Do they continue to think of you after they leave?
Dedicated to having buyers chase you,
Brian Sacks
PS: Leave your comments below.
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Brian Sacks is the CEO of http://www.loanofficerformula.com/. He has been an industry expert for over 24 years closing over 6,000 loans totaling $1 billion. Brian has trained thousands of originators And company owners in North America sharing his "formula" for success that will allow you to close fewer loans, make more money and have a life REGARDLESS OF MARKET CONDITIONS. You can read his "free" 32 page special report entitled The Death Of Mortgage Origination As We Know It & The Little Known Things You Must Do Now To Survive and Thrive by visiting
