Trevor Hammond of Makena Financial Strategies in Portland, Oregon is a thriving Mortgage Coach member. Recently, he sat down with a client who had been referred to him by one of his financial planner partners and created a loan where originally there was none. This is the key to success in a marketplace like the one we’re in today.
BIG IDEA:
The client featured in this case study call had no intentions of refinancing their mortgage and insisted they would not change their mind. After showing them how they could save money, generate liquidity and increase their net worth, they not only agreed that a refinancing was the best option for them, but because of their total buy-in, Trevor now has a new “raving fan” client and a referral machine for life, which was proven by the referral he received from them in less than 30 days. This is also a prime example of how to turn one loan into two.
PROBLEM/SOLUTION:
The husband had just sold a large amount of stock and wanted to use the proceeds to pay off their mortgage. But the financial planner didn’t want them to make a hasty decision so he convinced them to meet with Trevor to review their options.
In a Total Cost Analysis report, the client uncovered a hidden opportunity that would increase their net worth over their lifetime. They went from doubting disbelievers to totally committed believers in one meeting.
KEY TAKEAWAYS:
* Trevor doesn’t differentiate on product. Instead, he teaches his clients how to use the mortgage as a financial planning tool.
* He follows every critical question with ‘why’, and keeps repeating the why until he has successfully uncovered the core of the problem.
* The key to Trevor’s success is how he positions himself as the invaluable “debt management arm” of his financial planner partners’ business.
* In addition to creating value for the client, Trevor also adds value to his referral partners’ value proposition.
* In this particular case, in addition to generating value for himself, Trevor also generated new business for his financial planner partner. That’s how you keep referrals flowing.
Not only did Trevor turn this client a complete 180 degrees, but he received a referral from them within 30 days. Listen to this call and you will walk away excited and motivated.
Click on the player below to listen to the conversation between Trevor Hammond and myself.
or you can download it here grab the 57Mb file here
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Posted by: Karla Welsh | January 28, 2008 at 07:52 PM