Permission
Before we get into the demo, I’m sure you’ve been on a handful of these calls before, and something I like to do that’s a bit unconventional, is call out the fact that since we’re both in sales, if there’s one thing sales people hate the most, it’s being sold something they don’t need. So if it’s alright with you, I’d love to just have an honest conversation and ask you a few questions about your agents and clients, that way I can show you exactly what’ll be the most impactful and leave out everything that won’t. Is that fair?
Great. And at any point throughout, if you feel like Homebot isn’t something that you’re looking for or would help you, you have full permission to let me know.
Intro
How’ve you been?
Yeah really good thanks, time’s flying by I can’t believe we’re already in [month]
How familiar are you with what we do?
To put it simply, we help Loan Officers and Real Estate Agents close more deals, we can get into the specifics as to how, of course, curious for you what piqued your curiosity to learn more about Homebot?
Agents
How do you find agents today to get business from and who do you typically go after?
What are you offering them when you approach them to grow those relationships?
What is working well for you right now?
What’re some of the challenges you run into when going after agents?
Clients
How are you staying in front of your clients today so they remember to come back and refer you the people they know?
What do you like about what it’s doing or is working well?
How are you measuring the success of what’s resonating with them and what’s not?
How many clients are in your database today?
What’re some of the challenges you run into when it comes to the post close aspect with your clients?
Technology
When looking into tools to potentially add to your business, what’s important to you or typically look for to feel confident that it’s actually worth investing into?
And when was the last time that you invested into a tool for your business?
Summary/Transition
Great. So just to make sure I’m hearing everything right…
What else would you add or would be helpful for me to know?
Based on everything you shared and the conversations I have with other Loan Officers, I’m very confident Homebot can actually help you for 3 main reasons, it’s going to:
1. Create even more engagement within your database than what you’re seeing today to drive more repeat and referral business from your clients.
2. It’s going to surface insights for you on the back end so you can actually see which of your clients are engaging and show you high intent clients to help you reach out to the right people at the right time and start warm conversations.
3. You’ll be able to partner with agents and unlock savings and features for them to take advantage of so you can become a preferred lender and get more referrals sent to you.
Does any of that sound like it could be helpful?
Partner Intel
How much more efficient would this make your process today compared to how you’re currently finding agents you actually want to work with?
And when you combine it with showing you who you could add immediate value to, how much more or less effective does that feel like it would be to help build those relationships?
If this allowed you to create even one or two additional solid agent relationships, what kind of impact would that have?
Digest
How does this compare to what your clients are engaging with today?
Research shows that roughly 10% of clients transact every year, so for you that’s around x opportunities, but that 75% of them forget their loan officers name after a year, which results in only 1 in 5 clients using the same loan officer more than once. Taking that into consideration, curious for you and your own business how much you feel like is being left on the table every year?
If you captured even just an additional one or two loans per year, what kind of impact would that make?
Search
A lot of the time when LOs are working with buyers, it can be pretty hands off because they’re looking at listings with their agent, how are you keeping your buyers close and more importantly, safe when they’re searching for their next property?
One thing LOs always want more of is to be able to refer more business back to their agents, what are some ways that’re creating opportunties for you to send business back to your agents today?
If this created a buyer that you could then refer to one of your agents like we’ve seen happen a lot LOs do because of Homebot, how would that impact your relationship with that agent?
CEP
It can be tough for LOs to know what’s happening within their database, do you have a way today of knowing when your cleints are ready to transact or even thinking about transacting? What about people who are looking to buy?
If you knew a client was actively looking at lisitngs but hadn’t reached out to you yet, or maybe was sitting on a ton of equity, how would you handle that conversation?
How much easier would it make reaching out to that client and start a warm conversation with them?
Pre-Close
So before we wrap up and go over the plans we have available, earlier, we spoke about [challenges xyz with agents and clients], what we’re 2 or 3 things that you say today that could really move the needle for you and solve those challenges?
And for most LOs, typically they would need to see 1 or 2 deals come out of Homebot to make it worthwhile, what kind of return would you need to see to make it feel worthwhile for you too?
Our price point and you seeing value in if it would actually help you close more loans are two separate things, I guess in the past when evaluating tools, how many loans would you have typically needed to see to make them worthwhile?
From what you’ve seen today, was there anything that you felt like was missing or wouldn’t help you get at least that?
I don’t sound super convinced. What did you see or not see today that’s making you feel like it wouldn’t get you that? Is it fair to say then it might not be the product that’s causing the hesitation?
Pricing
So to solve [challenge xyz with clients and agents], Homebot is just [annual price point for appropriate plan], you get [x clients], partner intel to help you save time and energy and find agents you actually want to work with, cosponsoring so you can become a preferred lender for your agents and be seen by their entire database, the Homebot digest to keep your clients engaged so they come back to you and refer you to everyone they know, and the Search Experience to keep your buyers safe and help you refer more business back to your agents and create more purchase business. It’s really everything a loan officer needs to completely change the trajectory of their business.
Now if you don’t want to commit to a year or maybe want to but don’t have the funds to do so, we have a month to month option to remove any and all risk so for whatever reason you don’t see the value after being on Homebot for a while, even though again I’m very confident you will, you can cancel at anytime with no strings attached.
It sounds like you really see the value here though and that Homebot could genuinely help you. Does it make sense to take 5 minutes to get the ball rolling and walk you through next steps?
Objection Handling
Yeah no problem at all. Do you mind if I ask you a question?
At the start of our call I had mentioned about having a totally honest conversation because the last thing sales people want is being sold something they don’t need. And usually when an LO has said they feel like Homebot could genuinely help them but want to think about it, that means I totally missed the mark or have a concern around our price point. What’s the biggest concern for you that’s on your mind at the moment?
That makes a ton of sense and I appreciate you being open and letting me know. Could you share a little bit about what in particular feels high to you?
You had mentioned earlier that it’s been a while since you invested into a tool and I’ve spoken to 4-5 LOs a day for the last few years and so you can imagine our price point is the biggest concern for them as well so I totally get it.
I was at an event recently in Texas for one of our enterprise customers, and an LO who uses us had stopped by our booth and told me that Homebot generated him a million dollar deal. Another had also said he’s seeing an 87% open rate and has clients reaching out to him all the time. That’s just two of a lot more examples I could share.
So I totally get that spending money and investing in a tool right now might feel a little scary, but could I share a perspective?
When we take a step back and look at all the good that’s around the corner, it’s actually pretty exciting. equity is at an all time high of $37.5T, rates are already lower than we’ve seen in years with them most likely going even lower in a couple weeks because of rate cuts, and purchase applications are up 27 weeks in a row. So my biggest concern for you [Name], based on waht you shared with me, is you not being in the best position possible to capitalize on all of that opportunity, and missing out on what would ultimately cost you more in the long run than Homebot would. Am I completely off base saying all that or is that fair to say?
Let’s say you did capitalize on just some of that opportunity and you closed even 3 or 4 extra loans a year, what would that change for you?
Since you feel like Homebot could genuinely help you, to lower the risk as much as possible, how about I waive the set up fee, and let’s have you start on the monthly, that way you can cancel at any time and still put yourself in the best position possible so you can start closing more loans. Fair?
