This is something I hear all the time when people call into a radio program and all day in any office setting. Since I’ve become conscience of it, it really bugs me when I hear it. After reading this, you’ll be more aware of it and it may bug you as well!

Think about what’s automatic in your life. In other words, what do you do without thinking about it, it’s just something you do that’s natural. Do you actually think about driving your own car? Of course not. You just hop in the driver’s seat, start the engine, put it in gear and drive off. No actual conscience thought, just automatic response and/or reaction.

Now think about this…

What do you do that’s automatic, or no conscience thought, in your office? I’m about to answer that question for a huge majority of you. You probably do this dozens of times a day and don’t realize your doing it. Don’t worry though, it’s not a bad thing.

What I’m talking about is a simple phone call. Yup, that’s right, you may actually be doing something automatic, or subconsciously, during the beginning stages of a phone call and not even be aware of it. And once you’re aware of it, it may change the way you do business for ever. Here’s a example phone call:

Me: “Hi Mr. Smith, this is Andrew from RMT, how are you today?”

Gives Mr. Smith a split second to recognize you.

Smith: “I’m fine, how are you?”

Me: “Great, thanks for asking, the reason I’m calling is….”

Did you catch it? My automatic, if you will (or as the American Dream Dusty Rhodes says “eef you weeeeeel”), was the “how are you” part. Please don’t misunderstand, there is nothing wrong with saying it. Some people will argue that it’s a polite gesture. And they are right, it is polite, and you can never go wrong with politeness.

My point is being aware of this little verbal exchange. If you’re aware of it, you can start to set yourself apart from others. How, you ask? This is the amazing part, this little bit of a change can extend the gap between you and your competitor so far, he may never be able to catch up, no matter what rate he quotes.

How about this little verbiage change:

Me: “Hi Mr. Smith, this is Andrew from RMT, is now a good time to chat?”

Mr. Smith now has to think about his answer, which puts the conversation control in your hands completely.

Smith: “Oh, hi Andrew, yes, this is a good time”

If he says “no, it’s not a good time”, then politely ask if you should call back or wait for him call to you.

Here’s why that sets you apart from your competitor. Both conversations are pleasantries; they are both polite, right? Which one stands out to Mr. Smith? The one asking “how are you” or the one asking “is now a good time”? The latter gives Mr. Smith the subconscious impression that you value his time (which you do), while the other is just a natural question/answer that everyone says. (and not just in the mortgage business)

Don’t get me wrong, neither conversation is bad, but one may set you apart from the other, in a good way. In terms of respecting the other person, it says all the right things. Does that make sense? Really think about it.

I can promise you this much, now that you’re aware of this different kind of phone etiquette, you will start to hear the “how are you” from others and you will realize how often it’s actually said. BUT, it will also make you more aware of what you’re saying, not just on the phone call but in all aspects of the way you talk.

How does this tie into the Pay Option Arm? Simple, and this is something I always have said: SET YOURSELF APART FROM YOUR COMPETITION! Once you set yourself apart, you can become the “expert” and then the selling is easy IF you truly understand the product, in my realm of mortgages teaching it’s the Pay Option Arm.

So, if you’re politeness sets you apart from your competition’s politeness, you’ll better your chances of getting the deal. Does that make sense?