50% Close Rate Demo Framework Flashcards
(16 cards)
Intro
Can you hear me, [Name]?
Welcome to the demo.
Is your camera working today,
[Name]?
How’s your (day of the week) treating ya?
Frame
We can definitely dive right into things, before we do, my goal for today is to show you as much value as possible. And in order to do that I’d like to ask you a few questions to get a better understanding of your business, that way whatever I show you will be as relevant and impactful as possible. Is that alright?
And by the way, if towards the end you feel like Homebot is something that could genuinely help you, I’m happy to walk you through what those next steps might look like but if not, no worries at all I’ll do what I can to point you in the right direction. Sound good?
Temp Check
So just to get a quick baseline, on a scale from 1-10 how familiar are you with what we do?
Tell me a bit about what piqued your curiosity to want to take time out of your day and learn more?
Challenges
We can definitely get into all of that, and after demoing thousands of loan officers, I’ve learned that they all seem to struggle with at least 1 of these 4 main challenges, and that is either:
1. Being forgotten by past clients
2. Struggling to find quality agents
3. Wearing too many hats
4. Feeling fatigued with outreach and follow up
I’m curious for you, do any of these sound like your world or are things pretty smooth sailing for you right now?
(Which one are you feeling the most within your business?)
(Sounds like things are working pretty well for you, is there anything that comes to mind where you feel the most friction or would like to improve within your business?)
Can you unpack that a little further for me just so I understand?
Impact (Challenges)
Challenge 1: Forgotten
When it comes to being forgotten by past clients, do you have a sense of what that might be costing you every year? Because for most of the loan officers I work with, being forgotten ends up costing them more than they realize. Even if that’s just once a quarter, that could mean $10k-$20k in lost commissions over the course of a year so it can really add up. And obviously it’s impossible to retain every client, but for the loan officers I work with, they say it happens probably more often than they’d like to admit.
So it’s something almost every loan officer experiences, I’m curious for you, what do you think that’s costing you? And it doesn’t have to be just money it could be time and energy as well.
Mirror
Challenge 2: Struggling
When it comes to struggling to find quality agents, do you have a sense of what that might be costing you every year? Because for a lot of the loan officers I work with, finding quality agents ends up being one of the most difficult parts of the job. They spend so much time, money, and energy chasing agents who either don’t produce or never send referrals back and even just one or two of those dead ends can end up costing a lot in terms of time, money and energy.
So it’s something almost every loan officer experiences, I’m curious for you, what do you think that’s costing you? And it doesn’t have to be just money it could be time and energy as well.
Challenge 3: Hats
When it comes to wearing too many hats, do you have a sense of what that might be costing you every year? Because what I hear from the loan officers I work with is that wearing too many hats ends up pulling them in so many different directions, that the highest impact work like prospecting, nurturing agent relationships, or following up on warm leads just doesn’t end up happening or at least not nearly as much as they’d like and it’s easy to get stuck in that cycle.
So it’s something almost every loan officer experiences, I’m curious for you, what’s wearing too many hats costing you? And it doesn’t have to be just money it could be time and energy as well.
Challenge 4: Fatigue
When it comes to feeling that fatigue from outreach and follow up, do you have a sense of what that might be costing you every year? Because what I hear from the loan officers I work with, that constant grind of outreach and follow up starts to take a real toll and it’s easy to feel like all that effort isn’t going anywhere. And so over time, it leads to inconsistent outreach, missed touch points and ultimately missed opportunities.
So it’s something almost every loan officer experiences, I’m curious for you, what’s feeling fatigued with outreach and follow up costing you? And it doesn’t have to be just money it could be time and energy as well.
What They’ve Tried/Haven’t Tried
And so just out of curiosity, is there anything that you’ve already been doing or tried in the past to help with (challenge)?
Haven’t tried:
Totally get that, that’s super common. When your plate’s already full, it’s easy to push stuff like this to the back burner. But it sounds like it’s still something that’s been weighing on you. What do you feel like has made it easier to tolerate than to actually fix?
Amount of Time
And so how long has (challenge) been a challenge for you if you were to guess?
Why that hasn’t worked
And over that time, can you think of any reasons as to why those things weren’t able to solve it as well as you would have hoped?
Solution Outcome
If solving this meant even just 4 or 5 additional deals a year, what would that mean for you financially?
And every loan officer of course wants to close more loans so they can make more money but beyond just the money too like what’s the first thing that comes to mind that an additional handful of deals would allow you to do?
Consequence?
And so, just to help me understand your world, what would things look like 6 months from now if (challenge) was still happening?
Summary
Yeah that wouldn’t be good. So just to make sure I’m hearing everything right, biggest challenge for you has been x, and that’s been costing you y, and preventing you from z. Sounds like somethings gotta change, right?
Transition
Homebot might make sense for you, but I’m going to let you determine that based on everything you just told me, and again if you feel like it would genuinely help you, we can walk through together what those next steps might look like but like I said, if not, no worries at all I’ll try and point you in the right direction. Ready to see what it looks like when those challenges are solved?
Demo Questions (Digest)
How does this compare to what your clients are currently getting today?
Does this feel like this would keep them more engaged and create a better chance at them actually coming back to you when it’s time to transact?
If Homebot can run engagement in the background, how would that change your day to day? What would you be able to do instead?
Do you feel like this could shift the dynamic from just checking in to actually building trust and loyalty and positioning you as an expert within your database?
Demo Questions (Search)
Do you feel like it would give you an edge and more confidence knowing your clients are searching in a space that protects them from misleading ads and other competitors?
Do you feel like being able to proactively refer buyers who are actively searching could help you deepen agent relationships?
Do you know any of your competitors in your market offering a true home search experience like this? Or would this help you stand out?
Demo Questions (Cosponsor/Partner Intel)
Do you feel like being able to see who’s actually producing could help you start prioritizing the right agents without wasting time?
How would your approach shift if you did have the data to start conversations with agents who are already on Homebot?
Do you think giving your agents something of real value like this could help you create more consistent referrals because you’d be a part of their nurture strategy?
How does this compare to waht you’ve been doing to stay involved in the transaction after you send them a lead or if you close with that agent?
