To get you started, Cunningham suggests starting with the following questions:
What is driving their decision to call you?
What are their primary reasons for wanting a loan? Why are they buying the house/refinancing?
What market knowledge they have?
What are they looking for in a broker?
However, Cunningham says the most important thing to remember is to ‘never assume anything’.
“Try to make the invisible aspect of what we do for our clients visible, because visibility leads to clarity, clarity leads to knowledge, knowledge leads to confidence and confidence leads to good decisions being made. So in our world, it all starts with providing our clients with the best advice which leads to a great experience and ends in the best possible result.”