AFH/ Funding
Client says. " I don't have any more money" What should you do before accepting the answer?
what is Probe future to determine whether there are any other potential funding sources or resources available.
"Put a ring on it"
What is Beyonce Single ladies(put a ring on it)
The skill that helps you uncover the "why" behind a client response.
What is probing.
True or False: the agent should apologize for asking the client for a large amount of money
False
I don't want no scrub....
a scrub is a guy that cant get no love from me- Scrub by TLC
What is the purpose of working through the Additional Funds Hierarchy?
What is To identify potential funding opportunities
Yeah! Yeah! Yeah! help make this Usher hit
What is Yeah by Usher
False
This part of the call helps the client understand why approving the offer is important
What is urgency
Before I let you go....
Can I get a kiss good night baby.... Before I let You go By Backstreet
True or False: Once a client says they cannot add money, you should immediately move to the lowest available deposit option
False
This Outkast hit asked, " whats cooler than being cool?
What is Hey Ya! by Outkast
A client says " I don't want to use my savings" what should an agent do next?
What is probe more about why the client doesn't want to use their savings?
Name two important of the CUEC
education, urgency, probing , clearly presenting the offer, urgency
You know it feels good from head toe....
Now hold onto me baby, here we go - 808 by Blaque
Name two questions you could ask when a client says they don't have additional funds to add to their program?
Help me understand what is preventing you from adding funds today?
Are there any other resources or funds you may have access to?
This Rihanna hit mentioned " an umbrella"
What is Umbrella by Rihanna
Complete this phrase: Don't just respond to the clients answer---------
Why is tone important when discussing the money with the client?
Because the clients perception of the agent can influence trust , overall satisfaction with the interaction.
Janice STFU by Drake
A client says "I cant afford that amount" what is the biggest mistake an agent can make?
What is accepting the objection without probing to understand the clients financial situation and reject the offer.
This Alica Keys song became one of her signature piano driven hits
What is- If I Aint Got You
What is: understand why they are saying no
what is: understand what concern is driving the objection
What is: is there a solution that can be explored
What is the difference between handling the objection and arguing?
Handling an objection means understand the concern, educating the client and exploring solutions. Arguing means trying to prove the client wrong instead of addressing the actual concern
Afraid what they are doing is not right. He doesnt know what to say
Whatever happens by Michael Jackson