594: How to Level Up Your Discovery Calls - Nick Atwal

Want to level up your discovery calls? 

 

Today, we're joined by Nick Atwal. He is a broker based out of Vancouver, BC.

 

In this episode we will cover:

1. How Nick sets the expectation for the entire mortgage on the very first call; 
2. How he is able to point back to his discovery call when a client gets off track; and 
3. How to leverage transparency and honest to improve your closing rate

 

To connect with Nick Atwal, you can check out the links below

 

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

Find out more about BRX Mortgage: www.whybrx.com

 

I Love Mortgage Brokering is brought to you by Finmo. 

To learn more, visit: www.finmo.ca/ilmb

Hey, it’s Scott Peckford here with another episode of the I Love Mortgage Brokering podcast. This week, I’m chatting with Nick Atwal about how he approaches his discovery calls. I really enjoyed this conversation because Nick shares how setting clear expectations right from the first call and explaining the entire process helps him close more loans. When a client goes off track, he’s able to refer back to that initial conversation to reset them. It’s all about honesty and transparency, which I love. If you’re a mortgage broker struggling with conversions, you’ll definitely want to tune in to this one!

 

Here are the talking points we covered:

 

• Setting expectations in the first discovery call  
• Explaining the mortgage process upfront 
• How clear communication leads to more loan closings 
• Using the initial conversation to realign off-track clients 
• Importance of honesty and transparency in client relationships 
• Strategies for improving conversion rates in mortgage brokering