Episode 71

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Published on:

9th Apr 2018

Ep 71: How to Have Advice vs. Price Buyer Conversations and Win More Deals

Our special guest this week is Ed Conarchy, with Cherry Creek Mortgage. Ed has closed over 4,000 loans in his career. That's right, 4,000! Ed and I unpack how to separate yourself from the typical path that most people come to you on, which is trying to put a mortgage in silo, or in a box of, "Okay, I need a 30 year fixed. I need the lowest rate." Like Ed asks hey, I you ask people in a mall, come up to him, "What's better, 4.6 or 5%?" Well, people are conditioned to choose 4.6, right? What Ed and I talk about is, how do we take the mortgage conversation out of this silo and be more fiscally literate? What you'll hear Ed talk about is how he's self-educated himself to help him have a more fiscally literate conversation that teaches our prospects and clients one aspect of financial planning that they didn't know before. Ed will share actual examples of where he was able to win a deal by being half a point higher than another lender. He was the fourth lender that they shopped and came to, and he was still able to win the transaction, being a half a point higher. Help your clients understand the long term financial impact of a mortgage, and then position yourself as being a key advisor in helping clients plan and understand their financial future and plan.  Biggest takeaways you don’t want to miss and links mentioned:   >> What is Fiscal Literacy - and How Can You Get It? >> Becoming a Wholistic Advisor >> Taking the Rate Conversation Out of the Silo >> Competing Against the "Push Button Mortgage" >> >> >> >>   If you enjoyed this episode, please share with your colleagues & friends and leave a review.  

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About the Podcast

Mortgage Marketing Radio
Podcast by Mortgage Marketing Institute
The #1 podcast for Mortgage Loan Originators looking to grow their business, save time, and make more money. Host Geoff Zimpfer interviews top-producing Mortgage Originators, social media influencers, and industry executives to bring you real-world advice, proven strategies, and insider insights. Tune in for expert tips on lead generation, building agent partnerships, mastering social media, and leveraging the latest marketing tools to dominate your market.

About your host

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Geoff Zimpfer

Geoff Zimpfer is a former national sales trainer with Tony Robbins and has been in the real estate industry since 2003. As a mortgage originator he consistently ranked among the top 5% in production nationwide. After ten years in production Geoff accepted a position as a National Sales Trainer with a top ten direct lender. He’s the host of the highly rated podcast Mortgage Marketing Radio, celebrating its fifth year and surpassing 500,000 downloads. He’s the author of two books; Instant Referrals for Mortgage Professionals and his most recent book is Disrupt or Die: How to Survive and Thrive the Digital Real Estate Shift.