How to sell credit repair.

From Initial Pitch to Verified Close.

Brian C. AberVice President of Marketing

The Credit Repair Office by HTDI

From an AE’s Point of View

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ZERO CONFUSIONTIME IS MONEY

Initial Sales Pitch

Proper Follow Up

Leaving Voicemails

The Close and the Closing Pitch

Lead Generation

Referral Partners

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Credit RepairWhat does it all come down to?

“It 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 - “What we do here is work on your behalf and go against the credit bureaus to remove the inaccurate and unverifiable information from your credit report.“

How you do it - “We have extensive knowledge of the law and how the bureaus operate and we use an arsenal of aggressive tactics to get you the best results possible.” (It all comes down to ... )Time Expectations - “You 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.”

“ZERO CONFUSION”

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Initial Sales Pitch

• Ask Them About 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 EmployeesPercentage Quality Assurance Rating

• Pricing• Ask if they have any more questions

•RISK ASSESSMENT• 6 months since DLA• Afford their bills• Afford your services

•Move To Date of Enrollment

Date of EnrollmentIf they aren’t then;

• Dictate the follow up“I’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 you understand this is a sensitive issue and casually go over the benefits of credit repair.

Ask “Were you looking to get started right away?”

The Close• Find out when they are looking to get started and have them verbalize the commitment.• If they state they are still thinking about it and you feel they just need the extra encouragement 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. •“If 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 to lower your setup from $199 to $149 saving you $50.”

“Always Be Closing”

Proper Follow Up• Once a day for the first 5 days

Different 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 emailsSIFU = 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.

TIME IS MONEY!!!

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 NumbersSend an email stating the number seems to not be currently working and to respectfully 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. This will go along with their risk assessment as to whether they are a viable client.

•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!!!

“At 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

“You understand you have the right to dispute information on your own but you have requested the assistance of ____ in removing 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

“It’s called work for a reason.”

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Monday 7:50AM Clock In - Go through emails and respond as necessary. Document all incoming and outgoing correspondence in the prospect record(s).

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

11-Noon Eat lunch.

Noon-5PM Call all new leads and scheduled follow ups. If you have time then work on headhunting 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