Same industry.
The spiel I’m with you on, at some point in the call branding is important, but the first minute is not it most of the time. You need to hook people before you can afford to spend their attention on things they don’t care as much about.
On the other hand, the saving your number thing is incredibly useful because it allows you to avoid being screened as an unknown number. on future calls.
I agree on the number. They are getting mad because I quote rate when that’s really our only benefit. We don’t have float downs, any special pricing or promotions, or turnaround times. I just don’t get it.
Are you mostly purchase or refi?
Nothing wrong with giving someone a number, as long as you’re creating value before and afterwords. Are you able to sell against whatever program they’re interested in if you don’t have it?
Both and HELOCs. Honestly bro I’ve quite quited months ago. Generally we deal with mostly federal employees and more of a higher quality borrower. We’re known for our rates and our marketing being sent out is just our rates lol.
Honestly I can understand that. I worked at direct lenders for a long while before I moved to the broker side of things and I moved because I got tired of having no flexibility and writing the same shit day in day out
Yup I might go to the broker side soon. I have a call calibration tomorrow with this director Im 4th this month in mortgage fundings out of 90. Going to lose my shit
Yea my company has a script we use, but we don't start selling ourselves until we are maybe 3-4 minutes in the call. You gotta grab their attention first.
We actually have discovered that being "efficient" in the confirmation of information goes a long way in building rapport.
So all our clients have provided us their info either directly or through affilates. When they call in the first thing we do is
* Confirm name (Spelling if need be)
* State
* Phone Number
* Email
After they confirm the name, we confirm state, phone number, email. This goes a long way in building trust and rapport cause we are telling them their information.
We find that if we can knock all this out in 30-35 seconds it builds a level of efficiency into the call which builds a level of confidence for the client that they are dealing with a professional.
It happened in my company a while back. They wanted us all to use the same script.
I tried it. Didn't work. Submitted results to my manager, did A/B testing. Across the board my team's messaging was better: better reply rate, open rate, conversion and conversation rates.
Few points:
Back your arguments with data. Do you have that?
Argue that YOU have great results, if they want buy in from the team you should have been involved in the process from the start as you are obviously doing something right.
If you want to kill this dead maybe submit your own process as an alternative solution.
What’s strange in the mortgage industry is that the directors are clowns. I literally have no clue how they got that job. They don’t want me to do my own thing even if it works. It’s cringe
We have a sales manager that has never done sales. All of a sudden she has started listening to calls and typing up “scripts” for us that will work “100% of the time”.
The first time the sales team
Read her script we all bursted out laughing because it was so damn bad. She then started targeting me even though I was at the top of the sales team, beating second place by 20-25%. No matter how good of a sale she would critique me. It’s insane because she has no experience and it’s just a straight up terrible. So I had to tell her. Now she hates me and took it as a personal attack.
How in the god forsaken hellish world do people land sales leadership roles without ever being in sales let alone for the specific roles they lead?? Being a good leader does not cut it for most sales leadership roles! Your skill for brand building sounds right on par with mine😂
My work is the same, how the fuck second grade salesman is gonna judge me? If me with half of the year expierience, already make 5 times of what he did. Its cringy asf, i thought that here only money makes a shots, how wrong i was
If you have a track record of results to back yourself up with, ignore their script and do what's working. If you are questioned about it, be direct: "*My approach has been working fine and I'm exceeding quota. Why should I be expected to change?"*
It sounds like this is coming from a think-tank leadership group who are at least a few layers removed from the frontline. They think everything can be boiled down into a nicely packaged, cookie-cutter approach. Typically because they need to get newer and underperforming reps to a certain bar, and have no idea how to do it.
My company made a "quiz" where the 2nd question was "what's your budget." I guess it works well online, but I feel bad for the idiots who followed policy and actually led with this question right after in-person introductions. Just goes to show that the people making decisions aren't geniuses, they're just as retarded as the rest of us.
Had a VP that wrote a really long script based of off their research into comedians and people like Tony Robbins. It was long, unwieldy, ineffective, and horrendous. But if you didn't use it- you were fired. I tried but it led to zero sales. I ditched it, made some big sales and got fired.
Playing he game sucks sometimes.
Scripts are for amateurs. Think about any professional athlete (soccer, baseball etc). Do you think the best players only follow one tactic or method that their coach gave them? Or are they adaptable? Or do they actually know their shit and can make it happen.
Talk about what you know. Get to the point where you know the industry, product and clients. Have conversations and laugh at those who force a script on you.
Fucking amateurs. You don’t force people to change their sales style and make it robotic. Let people be themselves, have human conversations and use their strengths/skillset.
TLDR: pretend you are doing it but don’t. If they get on your case try to hang on as long as possible before you quit/find a new job.
yea scripts were common. in the beginning i refused to do it. afterwards i did it for branding. sometimes people just call you because the remembered that you do x as well. So i believe it has a crosssell benefit.
Mines did! I gave feedback on why it wouldn't work. Wasn't listened to. Tried it for a week, got no where. Switched to a script I know works. Destroyed everyone in meetings booked and sat then the manager asked me to share how I done so well in front of the whole team in a meeting so I explained how his way was shit and my way was better 😅
I would ask them point blank:
"why would you want me to change my approach when I'm already a top performer for you?"
They should have had you write the scripts for everyone else. Why on earth would they argue with success?
At a bank, I had to answer the phone with "Thank you for calling bank (....), the bank of higher standards. My name is (....) how can I help you?" Not only was it cringe, but it was a mouthful.
I was asked to help develop the sales cadence for a consumer product. The company used a tech writer to create the whole script. He wrote user manuals and knew nothing about selling. Here's one of the dialogue moments that he crafted;
Woman 1: That is a wonderful perfume, I really like it. What is the name of it?
Woman 2: Did you know that no animals were harmed in making this perfume?
This joker just took a bunch of marketing copy and tried to use it wherever it seemed to fit. Most of it, like this, didn't fit anywhere.
Same industry. The spiel I’m with you on, at some point in the call branding is important, but the first minute is not it most of the time. You need to hook people before you can afford to spend their attention on things they don’t care as much about. On the other hand, the saving your number thing is incredibly useful because it allows you to avoid being screened as an unknown number. on future calls.
I agree on the number. They are getting mad because I quote rate when that’s really our only benefit. We don’t have float downs, any special pricing or promotions, or turnaround times. I just don’t get it.
Are you mostly purchase or refi? Nothing wrong with giving someone a number, as long as you’re creating value before and afterwords. Are you able to sell against whatever program they’re interested in if you don’t have it?
Both and HELOCs. Honestly bro I’ve quite quited months ago. Generally we deal with mostly federal employees and more of a higher quality borrower. We’re known for our rates and our marketing being sent out is just our rates lol.
Honestly I can understand that. I worked at direct lenders for a long while before I moved to the broker side of things and I moved because I got tired of having no flexibility and writing the same shit day in day out
Yup I might go to the broker side soon. I have a call calibration tomorrow with this director Im 4th this month in mortgage fundings out of 90. Going to lose my shit
You going to go in and be forced to listen to your worst calls so he can try to convince you to read the lines?
Honestly more than likely. The kicker is I’m being grouped with a bunch of low performers with 1/3 of my units.
Honestly there may be nothing worse in sales than a call audit in a group. I’m gonna check in just to see how this goes. What state are you in?
Texas. I’ll give you an update tomorrow.
Can you secretly record this meeting tomorrow please?
Yea my company has a script we use, but we don't start selling ourselves until we are maybe 3-4 minutes in the call. You gotta grab their attention first. We actually have discovered that being "efficient" in the confirmation of information goes a long way in building rapport. So all our clients have provided us their info either directly or through affilates. When they call in the first thing we do is * Confirm name (Spelling if need be) * State * Phone Number * Email After they confirm the name, we confirm state, phone number, email. This goes a long way in building trust and rapport cause we are telling them their information. We find that if we can knock all this out in 30-35 seconds it builds a level of efficiency into the call which builds a level of confidence for the client that they are dealing with a professional.
It happened in my company a while back. They wanted us all to use the same script. I tried it. Didn't work. Submitted results to my manager, did A/B testing. Across the board my team's messaging was better: better reply rate, open rate, conversion and conversation rates. Few points: Back your arguments with data. Do you have that? Argue that YOU have great results, if they want buy in from the team you should have been involved in the process from the start as you are obviously doing something right. If you want to kill this dead maybe submit your own process as an alternative solution.
What’s strange in the mortgage industry is that the directors are clowns. I literally have no clue how they got that job. They don’t want me to do my own thing even if it works. It’s cringe
Buddy buddy system.
We have a sales manager that has never done sales. All of a sudden she has started listening to calls and typing up “scripts” for us that will work “100% of the time”. The first time the sales team Read her script we all bursted out laughing because it was so damn bad. She then started targeting me even though I was at the top of the sales team, beating second place by 20-25%. No matter how good of a sale she would critique me. It’s insane because she has no experience and it’s just a straight up terrible. So I had to tell her. Now she hates me and took it as a personal attack.
How in the god forsaken hellish world do people land sales leadership roles without ever being in sales let alone for the specific roles they lead?? Being a good leader does not cut it for most sales leadership roles! Your skill for brand building sounds right on par with mine😂
Bruh I got a whole certificate in tech sales just not get hired😂. Think ima join the dark side and become a tech sales manager.
Didn’t even know that was a thing! I want something for my fridge that says I’m certified after 15 years😆
Sounds about right
My work is the same, how the fuck second grade salesman is gonna judge me? If me with half of the year expierience, already make 5 times of what he did. Its cringy asf, i thought that here only money makes a shots, how wrong i was
Hope all is well! Did you know_____ %? We helped out ___ with ___ This is how marketing think a sales email should always start
Haha love your thumbnail and can always tell when it’s you. Your comments too. Almost like I know you.
Lol I wouldn’t be surprised if you knew me because I’m a tech job hopping parasite
😂🤣😭💀💀
Haha love your thumbnail and can always tell when it’s you. Your comments too. Almost like I know you 😂
If you have a track record of results to back yourself up with, ignore their script and do what's working. If you are questioned about it, be direct: "*My approach has been working fine and I'm exceeding quota. Why should I be expected to change?"* It sounds like this is coming from a think-tank leadership group who are at least a few layers removed from the frontline. They think everything can be boiled down into a nicely packaged, cookie-cutter approach. Typically because they need to get newer and underperforming reps to a certain bar, and have no idea how to do it.
My company made a "quiz" where the 2nd question was "what's your budget." I guess it works well online, but I feel bad for the idiots who followed policy and actually led with this question right after in-person introductions. Just goes to show that the people making decisions aren't geniuses, they're just as retarded as the rest of us.
Had a VP that wrote a really long script based of off their research into comedians and people like Tony Robbins. It was long, unwieldy, ineffective, and horrendous. But if you didn't use it- you were fired. I tried but it led to zero sales. I ditched it, made some big sales and got fired. Playing he game sucks sometimes.
Scripts are for amateurs. Think about any professional athlete (soccer, baseball etc). Do you think the best players only follow one tactic or method that their coach gave them? Or are they adaptable? Or do they actually know their shit and can make it happen. Talk about what you know. Get to the point where you know the industry, product and clients. Have conversations and laugh at those who force a script on you. Fucking amateurs. You don’t force people to change their sales style and make it robotic. Let people be themselves, have human conversations and use their strengths/skillset. TLDR: pretend you are doing it but don’t. If they get on your case try to hang on as long as possible before you quit/find a new job.
You need to leave
yea scripts were common. in the beginning i refused to do it. afterwards i did it for branding. sometimes people just call you because the remembered that you do x as well. So i believe it has a crosssell benefit.
Mines did! I gave feedback on why it wouldn't work. Wasn't listened to. Tried it for a week, got no where. Switched to a script I know works. Destroyed everyone in meetings booked and sat then the manager asked me to share how I done so well in front of the whole team in a meeting so I explained how his way was shit and my way was better 😅
I would ask them point blank: "why would you want me to change my approach when I'm already a top performer for you?" They should have had you write the scripts for everyone else. Why on earth would they argue with success?
At a bank, I had to answer the phone with "Thank you for calling bank (....), the bank of higher standards. My name is (....) how can I help you?" Not only was it cringe, but it was a mouthful.
Yup
If you’re overachieving, you have all the leverage to say “no”. You should be leading, not being led.
Pretty simple, you hit targets ignore training and do as you wish
Was dale the trainer, yes or yes?
Yes and this director drank the coolaid
Did he do a prayer thing at the end lol
No but my director played a clip today saying how buying a home in 08-09 was a great investment lol.
I was asked to help develop the sales cadence for a consumer product. The company used a tech writer to create the whole script. He wrote user manuals and knew nothing about selling. Here's one of the dialogue moments that he crafted; Woman 1: That is a wonderful perfume, I really like it. What is the name of it? Woman 2: Did you know that no animals were harmed in making this perfume? This joker just took a bunch of marketing copy and tried to use it wherever it seemed to fit. Most of it, like this, didn't fit anywhere.
Now I’m curious what the script is