Cezar Mansour is a master at maximizing every opportunity at his disposal. A mortgage broker, realty company owner and author of the recently released book, “The Official Guide to Building a Referral Based Business,” Cezar focuses on building long-term relationships with past customers and generates new customers through referrals with other Realtors and home builders.
PROBLEM/SOLUTION:
Cezar identified this particular client during his quarterly RateWatch analysis process. He discovered that he could save the couple $100 a month over the refinancing loan he had transacted for them two years ago. But they weren’t sure that $100 a month in savings was worth the effort of conducting a new transaction, until Cezar showed them the long-term benefits of that $100.
He dollarized the monthly savings by showing them how much their money would build over time if they put it into an account at 6%. Then he translated the dollars into dreams by talking about a family vacation in Hawaii or college funding for their children. Equally as important, he also “reverse dollarized” by showing them how much they could lose if they didn’t refinance. Cezar’s well-honed process allowed him to close this deal in under three weeks.
TAKEAWAYS OF THIS CALL:
* This transaction came through because Cezar consistently manages his clients’ mortgages by sending a quarterly RateWatch Report.
* Using a script he has honed over time, Cezar asks specific questions over the phone that earn the client’s trust and are the secrets to success.
* By encouraging the client to come in for a one-on-one meeting, Cezar was able to make them feel comfortable and uncover and respond to their concerns.
* Cezar left column 2 of the TCA blank and utilized the last three columns so the client’s existing loan would be set apart, both visually and mentally, from the ideas he was presenting.
“I think of it as my obligation to my clients to manage their mortgage,” he says. That commitment is not only helping this expert gain new clientele, but he says his past clients are his biggest fans. He also referred this client to one of his financial planner partners, who is now managing their investment needs.
Click on the player below to listen to the conversation between Cezar Mansour and myself.
or you can download it here grab the 10Mb file here