The Most Important Question You SHOULD Be Asking Leads & Prospects | Ep. 103

March 28th, 2025 - Most loan officers ask surface-level questions—and get surface-level results. If you want to close more deals, you need to ask the question that actually matters: “What’s a win for you?”

In this episode of Growth Notes, Frazier breaks down how this one question can change everything. By understanding what your prospect truly wants, you create a deeper connection, uncover real motivation, and anchor your entire sales process to what matters most to them.

Drawing from his experience leading high-performing sales teams, Frazier shares how this strategy drove higher conversions and eliminated common objections before they even came up.

This isn’t order-taking—it’s real value-driven conversation. Hit play and start leading with the question that sets you apart.

00:00 Introduction and Importance of the Key Question
00:22 The Concept of 'What's a Win?'
01:26 Training and Differentiation in Sales Approach
03:05 Handling Objections and Reinforcing Goals
04:51 Final Thoughts and Encouragement

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