One year ago, Galel Fajardo had no financial planner partners. Today, he’s not only got them, but he has them trained to pitch his services in a very specific way to their clients.
A loan officer from Costa Mesa, California, Fajardo has increased his business 25% since he began using Mortgage Coach 1 year ago. He credits the Equity Repositioning Analysis report with the opportunities he’s been given. “My financial services partners love it,” he says.
PROBLEM/SOLUTION:
A financial planner referred a couple who was knee-deep in debt after remodeling their home using credit cards. The client wanted to start saving for retirement but didn’t have any money to spare. In addition, they were stuck in an option ARM that was about to recast. The FP sent them to Galel.
Their monthly expenses were $5,940, of which about $1,400 was their current mortgage payment. Galel persuaded them to more than double their mortgage payment to $3,617. At first they thought he was crazy — but then he showed them on the ERA how they would actually be saving $2,287 per month. That convinced them that Galel’s recommendation was in their best interest. They also took half the savings and invested it with the financial planner, which secured his trust and loyalty for Galel.
KEY TAKEAWAYS FROM THIS CALL:
- Hear how he gets his clients’ approval to call on their financial planner;
- Hear the closing question he asks financial planners that wins their referral business every time;
- Hear how he trains financial planner partners to look for referral opportunities for him and then teaches them how to position his business to his clients;
- Understand how much time Galel spent in the initial discovery process with the client and what he focused on;
- This was a huge change in this client’s way of thinking; hear how Galel won their trust before even showing them a loan option;
- Hear the specific questions he asked to uncover their needs;
- Understand how and why he presented both short- and long-term savings options.
This is a must-listen-to call. This 20-minute conversation is chock full of great ideas that you can incorporate today. If you’ve got great ideas like Galel’s and would like to share them with your peers, email me at dsavage@mortgagecoach.com.
Click on the player below to listen to the conversation with Galel.
or you can download it here grab the 20Mb file here
Click here to access Galel’s PDF.
Click here to email Galel Fajardo
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