The High-Conversion Consultation Framework

Setting the FoundatioN

"I don't care if you buy a home. What I care about is that you have confidence and clarity around whatever decision you make. If that means building a future plan, I'm okay with that. If you're ready to move forward today, I'm excited about that too."

Key Questions That Drive Conversion

1. "What concerns or fears do you have about buying a home today?"

2. "Have you spoken with other mortgage professionals? Would you mind if I took a guess at how that conversation went?"

3. "Was this consultation helpful? What specifically did you find valuable?"

4. "Would you mind telling your real estate agent how helpful this was?"

Essential Visual Aids

1. Interest Rate History Chart: Show rate behavior during recessions and highlight the importance of systematic rate monitoring

2. Home Price Stability Visual: Demonstrate that home prices typically increase during recessions (90% of the time)

3. Cash vs. Financed Transaction Comparison: Show how your approach increases offer acceptance from 17% to 71%

The Commitment Sequence

1. Get them to articulate the value they received

2. Frame the relationship as a partnership: "If we decide to work together..."

3. Introduce your TBD approval process as a premium service

4. Clarify the investment: "This costs approximately $1,000-1,500 in team resources"

5. Request commitment directly: "Are you comfortable working with our team exclusively?"

When Clients Hesitate

Provide them with "10 Questions to Ask Any Mortgage Professional" that highlight your value and that competitors can't effectively answer.

Action Items

1. Create your visual presentation for Zoom consultations

2. Develop your list of 10 questions for comparison shopping

3. Practice the commitment sequence until it feels natural

4. Track your consultation-to-commitment conversion rate

Remember: Your goal is creating a consultation experience so valuable that rate shopping becomes irrelevant.