What I learned This Weekend

For the last few months my wife has been talking about getting a new car. Stay with me here cause there are a few lessons you can use right away.

We rarely keep a car more than 3 years so leasing always seems to be our best option. Her lease is up in 6 months but there were 3 BIG PROBLEMS.

First- She is way over her 18,000 miles per year
Two- The car is close to 60000 miles and needs major work.
Third- Her tires and brakes are shot! ( not good)

So yesterday she got her new lexus g(somthing or other)
same car- different color but now with 20,000 miles per year and with a payment 9.00 more than her current payment.
WIN -WIN for everyone involved as I see it…
SO HERE ARE THE LESSONS.

First- While this deal made a ton of sense for us financially I ‘m pretty convinced that she started getting that “I need a new car ” itch and the rest was just justification for the decision.
Where can you find buyers looking for a mortgage or refi right at the time they are just starting to think about it.

Most will pick up a homes magazine just to see what’s out there. YOUR ARTICLE OR AD should be right there!
In fact you should be offering free reports and information and even free consultations..
People don’t want to be pushed or sold to at this point so you need to recognize that. Knowing where someone is in the sales process is critical to your success.
If you push too hard you will drive them away- If you build a relationship and follow up they will come back and use you.

SECOND- This is the 6th car from the same person at the same dealership we have bought — going back over 10 years. WHY?
We trust him-
We think new car- We each say call Dennis.
He is honest and the he truly created a win win for us and him (no one is rushing to buy a lexus truck right now that I know of but given that we have two teenagers and one plays lacrosse we needed something big)

How do you build trust with your clients? Do they feel good or bad when they leave your office. Do they continue to think of you after they leave ?

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If you are a member of loanofficer formula go to the coaching call area and listen to last months call if you missed it- It was all about how to instantly build trust.
Plus there is an entire presentation on this topic in the persuasion module.
Gold /Insiders/Platinummembers- Start using your blog and Done For You Newsletter to stay in touch with your prospects and clients so they remember you.
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Dedicated To Having Buyers Chase You,
Brian Sacks
PS- Leave your comments below -
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