One of my favourite ways to start a call is by asking who referred them, and what they said.
That question has nothing to do with rate.
It sets the tone immediately.
I want them explaining why we’re talking and why they took the call in the first place.
From there, I go straight into the snapshot.
Who they’ve talked to.
What bank they’re with.
What offers are on the table.
I’m not easing into it. I’m ripping the Band-Aid off.
I need to know where they’re at before I can determine where we’re going.
That level of transparency tells me everything, including whether this is a relationship worth pursuing.