Lending Resource vs Lending Partner

You: "______, first of all, it's been awesome getting to know you. I'd love the opportunity to help you understand what we're really doing because what I know is most mortgage lenders do a good job with customer service and closing on time, and they meet the majority of your needs, and I'm almost certain you have a lending partner today."

"What I'd love to ask is, do you know the difference between a lending resource and a lending partner? Because I'm just not sure if you have that because what I would love to do is show you what I could be as a lending partner." _______ response is going to be,

Agent: "No, I don't really know the difference." What is it?

You: "Well, a lending resource is somebody that you think of when you know that your client needs a mortgage." So you're talking to your buyer, and they say, "Oh, who should I call to get a mortgage?" At that point, it clicks, and you say, "Oh, call _____. He's the lender that we refer to. He's a lender that we utilize and our clients like." He does a really good job closing that transaction, good customer service, closes on time, do what he says he's going to do. "Is that the relationship you have with your real estate agent or with your lending partner today?"

Agent: "Yeah, that's pretty much how it goes."

You: "Okay, well, there's nothing wrong with that. It's just kind of the way that it's expected. What I'd love to do is show you how we're completely changing this industry and redefining what a lending partner actually looks like, because our strategy is we want to help you with lead generation. We want to be the lead conversion machine for you and your team in ways that you may have never thought of before. We want to open you and your team up to the idea that there's really four different types of leads when, in reality, there's typically only one that's normally thought of. We want to be an incredible partner that elevates your brand and allows you to commit to something that most real estate agents just unfortunately can't commit to. And most importantly, we want to help you be the most valuable person in your client's life when it comes to real estate, not just for that 30-day window, but for the next 30 years."

"So I believe that a real estate lending partnership is a day in, day out, week in, week out activity, where we are consistently upleveling each other's business. We've created that, and I want you to know I'm not offering this to everyone. I've done that in my past. I don't want to be everything to everyone. I just want to be the right things to the right people. And since I've gotten to know you, it's pretty evident that you're the right person and the right partner that I think can help us change this industry together. When's a good time for us to sit down? Probably take an hour. I'll show you exactly what we do, and I can promise you even if you don't immediately want to work with us, you can just take a lot of what we do and use it with your other lender. But my thought is that you'll really resonate with this, and we'll have an opportunity to work more closely together. So do you have time Tuesday at 4:00?"