Alivia's Case Summary

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Strengths: - Alivia executes on the strong intro. - After verification, Alivia advises the client of the typical impact of a credit pull, which is no more than 5 points. She then goes on to advise the length of time credit inquiries stay on a credit report. - Alivia pivots to ask where the client saw that her credit was impacted and if she has the credit report in front of her. - Alivia foreshadows the transfer to backline. - Good use of positive language: Of course! Opportunities: - Empathy. Alivia misses the opportunity to offer the client an empathetic acknowledgment up front in the call regarding her credit score being effected by QL. We do this to demonstrate that we're listening and that we care. Try doing this as part of your initial ARP to pull up the loan at ( :43). For example: "I completely understand your concern, Ashleigh. Let's get this figured …show more content…

(3:50) The client asks Alivia if having the situation researched will "hit her credit again?" As Alivia's explanation to this is solid, the tone of her voice has a bit of a giggle. In this case, the client is very serious and has stated her concerns a couple of times, so it is best to match her serious tone with our explanation. This helps to reassure the client. - Digging deep. The client states a couple times throughout the call that "it has dropped my score tremendously." Alivia misses the opportunity to dig into this and ask, for example, "how much has it dropped your score?" There is also more opportunity for Alivia to ask other questions, such as "When does it show the credit was pulled? How many times does it show QL has pulled your credit? Do you have the credit report?" (the client did not answer this question) By asking these digging deep questions, we are better able to explain the situation and if we Backline, it allows us to share more information with our team

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