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Mortgage Lending Mastery

The Mortgage Lending Mastery Show
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Jan 25, 2018

On this episode, I get to chat with Kayvon, also known as the One Call Closer. He is one of the most efficient and sought-after sales trainers in closing clients over the phone with over 20 years of experience, and he is sharing his tips, strategies, and techniques to stop selling, and start closing. Tune in to find out more!

 

Key Takeaways:

[:24] Jennifer introduces her guest for this episode — Kayvon.

[1:50] Who is Kayvon and how did he get to where he is now?

[3:23] How can you get your clients to say yes? Kayvon breaks down the differences between selling and closing.

[8:29] Kayvon talks about the four things that must happen in order to qualify a client or referral.

[11:37] Jennifer brings up a specific point in the real estate agency about selling agents vs. listing agents — the focus should be on closing, not just selling.

[13:35] Kayvon brings up three objections that are often brought up, and the reasons why people bring up these objections.

[14:12] It is crucial to be listening, and listening to understand, to your client’s needs in order to close the sale. Kayvon and Jennifer discuss the importance of asking the right questions.

[15:52] Kayvon deconstructs the different types of selling, and the different types of ‘pain,’ when it comes to dealing with customers.

[18:55] Kayvon and Jennifer talk through the example of dealing with a single mother divorcee in a case study of how to close.

[21:29] Kayvon dives into the idea of the psychology of sales — asking the right questions, and understanding their pain points.

[31:15] What are some suggestions that Kayvon has on how to discover the client’s pain points? What are some questions that can be useful in the discovery process?

[34:58] Kayvon has a tip on how to address dealing with people who are not the main decision-makers.

[38:05] How can you tell that you’ve done a great job in the sales process to get to the close?

[40:37] Jennifer shares about the prudence of being aware that a client’s needs and pains can change through the sales process.

[42:58] When is the right time to ask for the close or for referrals?

[48:40] Jennifer recaps the practical steps you can take to stop selling and start closing.

[51:16] Kayvon leaves us with some final words of inspiration.

[53:29] Get in touch with Kayvon via his website to learn more about his strategies, techniques, and more!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Kayvon

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