One of the most important things is eliminating the time wasters and make sure you are actually sitting with someone that is qualified to buy and make monthly payments.
I ask a couple key questions:
Do you use a traditional bank or local credit union? (I just want to know if they have a bank account)
Do you collect Social Security or Disability? (If no and they have a job you're good)
For me those are the two key things I need to know in order to proceed with my presentation and get into the underwriting side of things and digging a little bit deeper
Sometimes I see agents who are sitting with someone for an hour, do their presentation and find out they have a Metabank prepaid card (which has TERRIBLE persistency) or do NOT even have a source of income.
Get these questions out of the way, you do not need to ask the questions and harp on them. You can ask the questions and just keep powering through with your presentation.
I ask a couple key questions:
Do you use a traditional bank or local credit union? (I just want to know if they have a bank account)
Do you collect Social Security or Disability? (If no and they have a job you're good)
For me those are the two key things I need to know in order to proceed with my presentation and get into the underwriting side of things and digging a little bit deeper
Sometimes I see agents who are sitting with someone for an hour, do their presentation and find out they have a Metabank prepaid card (which has TERRIBLE persistency) or do NOT even have a source of income.
Get these questions out of the way, you do not need to ask the questions and harp on them. You can ask the questions and just keep powering through with your presentation.