The Art of Genuinely Understanding Your Client

PAM PIKKERT, MORTGAGE ALLIANCE REGIONAL MORTGAGE GROUP

The Art of Genuinely Understanding Your Client

Mortgage brokers and agents meet so many people at all stages of their lives, each individual with their own set of challenges: credit repair needs, refinancing, divorce issues, reverse mortgage consideration and even being first time home buyers. Arming ourselves with a deeper understanding of the client in front of us will enable us to load up on empathy and give us direction on how to help and close the sale. The long-term upside to our businesses is going to be extracted from the level of service we offer these people who are going through challenges in their life. I have been told that through my writing, I have the ability to shift the conversation and offer viewpoints in a new unique way. I would welcome the opportunity to bring that skill into this area.

Ideas discussed will include:

  • Statistics on group demographics etc. All sources will be cited and very mainstream
  • Emotional issues surrounding each kind of individual. For example: With a client divorcing, you are dealing with a person going through the 7 stages of grief.
  • How can we as brokers meet them where they are emotionally and otherwise?
  • What tips and tricks can we give to them?

Date: Sunday, November 17th, 2019
Time: 11:30 am – 12:15 pm
Location: TBA

Pam Pikkert

Pam Pikkert
Mortgage Alliance Regional Mortgage Group

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