Brian - Sales and Marketing-1

8/6/2019 Brian - Sales and Marketing-1

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How to sell credit repair.From Initial Pitch to Verified Close.

Brian C. Aber

Vice President of Marketing

The Credit Repair Office by HTDI

From an AE¶s Point of View



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ZERO CONFUSION

TIME IS MONEYInitial Sales Pitch

Proper Follow Up

Leaving VoicemailsThe Close and the Closing Pitch

Lead Generation

Referral Partners



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Credit Repair What does it all come down to?

³It all comes down to whether or not the

negative items are meeting the criteria outlined

within the Fair Credit Reporting Act.´

If they aren¶t or they aren¶t verified within a

reasonable amount of time then by law they

must be deleted.



Initial Sales Pitch

� Greet Them and Identify Yourself

� You,your company, the referral partner, and their company

Explain what you do - ³What we do here is work on your behalf and goagainst the credit bureaus to remove the inaccurate and unverifiable

information from your credit report.³

How you do it - ³We have extensive knowledge of the law and howthe bureaus operate and we use an arsenal of aggressive tactics to get youthe best results possible.´ (It all comes down to ... )

Time Expectations - ³You will receive results within the first 30-45

days but prepare yourself to make a minimum commitment of at least 6-8 months to maximize results.´

³ZERO CONFUSION´



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Initial Sales Pitch

� Ask Them A bout Their Credit PictureGets them engaged and involved in the conversation.

�Correct any misconceptions and re-educate.Don¶t just tell them the answer ... explain why it¶s right.

ZERO CONFUSION!!!

�Mention that you are a member of NACSO

# of NACSO Certified Employees

Percentage Quality Assurance Rating

� Pricing

� Ask if they have any more questions

� RISK ASSESSMENT

� 6 months since DLA

� Afford their bills

� Afford your services�



Date of Enrollment

If they aren¶t then;

� Dictate the follow up³I¶ll call you next Thursday to follow up and if you¶re ready or have any questions beforehand please give

me a call.´

� Document the call in the TrackStar Sales CRM.

Hard pressure sales DON¶T WORK! We¶re not selling AMWAY!

Listen to their issues, address their concerns, and show youunderstand this is a sensitive issue and casually go over thebenefits of credit repair.

Ask ³Were you looking to get started right away?´



The Close

� Find out when they are looking to get started and have them verbalize thecommitment.� If they state they are still thinking about it and you feel they just need the extraencouragement then you will want to offer them an urgency creator.

Offer a discount if they signup today.

FOLLOW UP TAKES TIME AND TIME IS MONEY!!!

� If they are willing to sign up today then they are saving you the time and effort of following up so you can pass that savings on to them.

�³If you can get the contract, proofs, and secure payment by close of business(typically NLT 4 days from DOE) and saving us valuable time we will be glad tolower your setup from $199 to $149 saving you $50.´

³Always Be Closing´



Proper Follow Up

� Once a day for the first 5 daysDifferent times of the day to gauge when they are available.

� Then every two weeks for a couple rounds.

� Be sure to CC the Referral Partner on SIFU & No Contact emails

SIFU = Still Interested Follow Up

� If still no contact, select label the lead as such and assign lead to new staff for training purposes.

Helps them and perfect the art of leaving a voicemail.

In a No Contact situation



Leaving Voicemails

� Speak clearly and with confidence.

� Be warm and friendly!

� Greet them and identify yourself and contact information

� Your and your company� The Referral Partner

� Set your follow up for a different time of day.

�Leave a message that would make you call yourself back!

Purpose is to induce a call back ... duh!



Disconnected Numbers

Send an email stating the number seems to not be currently working and torespectfully request a different point of contact as this could be an error.

This should also send up a red flag on the consumer financial status. Thiswill go along with their risk assessment as to whether they are a viableclient.

�Document the account in your system and set a follow up for a week later.

� If it¶s still disconnected set a f/u for a month later.

� Still disconnected ... DOCUMENT IT AND DROP IT. Time is Money!

TIME IS MONEY!!!

³At the subscriber¶s request«..´



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Closing Pitch (RECORD IF POSSIBLE)

Verify in your TrackStar Sales CRM�Name

�Mailing Address

�Phone Number and Cell Carrier (SMS Updates)

�Email

�Social & Birthdate

�Billing Information

³You understand you have the right to dispute information onyour own but you have requested the assistance of ____ inremoving inaccurate and unverifiable information from your

credit report.´

Then move to your POST CLOSING PITCH



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Post Closing PitchThis is where you will go over every little detail of the

entire credit repair process to there is ZERO

CONFUSION.

� Complete Contract - Signed and Dated

� Copy of the CBR

� Two Proof¶s of Address� Proof of Social

� Copy of Voided Check (if applicable)

� Instruct on Receiving and Sending in Results

� Provide Client Support Number

�Go Over Any Remaining Questions



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The Day in the Life of a Credit

Repair Account Executive

³It¶s called work for a reason.´



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Monday 7:50 AM Clock In - Go through emails and respond as necessary. Document all

incoming and outgoing correspondence in the prospect record(s).

8-11 AM Call all new leads and scheduled follow ups. If you have time then work on headhuntingreferral partners.

11-Noon Eat lunch.

Noon-5PM Call all new leads and scheduled follow ups. If you have time then work onheadhunting referral partners. Clock out. Enjoy your life.

Tuesday - Friday - Repeat Monday¶s schedule.

Do not underestimate a proper follow up.

If they say they are interested then they should eventually enroll.

Be persistent but casual and always move towards a date of enrollment.

ABCC = Always Be Casually Closing 14

Brian - Sales and Marketing-1

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