“I’m not giving you my Social”: what to say at the credit check
They are right to be careful. The answer is to agree, and to make sure the number never passes through the rep.
The situation
The numbers work and the homeowner is in. The next step is a credit application, and it asks for a Social Security number. The person who knocked on the door an hour ago is the one asking.
It is the moment a good sale is most likely to fall apart, because the objection is reasonable.
I’m not giving my Social to a guy at my door.
The buyer
Is this going to hurt my credit?
The buyer
What it can mean
- I don’t know you, and I am not handing a stranger my identity.
- I don’t understand what this check does to my credit.
- I am having second thoughts, and this is the place to stop.
What a good answer covers
Say they are right not to hand it to you
You never want to be the person holding it.
Let them type it into the lender’s secure form themselves
The number never passes through the rep.
Say plainly what kind of check it is
If it is a soft pull that does not affect their score, say so. If it is a hard pull, say that too.
A strong answer
You’re right not to give it to me, I don’t want it. The form goes straight to the lender. You can type it in yourself, and I’ll step back from the table while you do.
The rep
Why it works
- It agrees with the caution instead of reassuring it away.
- “I don’t want it” changes who is asking.
- Stepping back from the table shows it rather than saying it.
What not to say
- Asking them to read the number out loud. It is the one answer that loses the deal and the trust.
- “Everyone does it.” It is not an answer to their worry.
- Calling a check “soft” unless you know it is.
How to practice it
Five minutes, before the shift. Any manager can run it.
Know the check
Before the drill, the rep says what kind of check your lender runs and what it does to a credit score. If they are not sure, find out first.
Say the line
The homeowner stops at the form: “I’m not giving my Social to a guy at my door.”
Answer and step back
Agree, hand over the secure form, and say what kind of check it is.
Listen for the one mistake
If the rep asks for the number out loud at any point, stop the run and start again.
Shadowpitch puts this drill in every rep’s pocket. A voiced buyer says the line, the rep answers out loud and keeps the take worth hearing, and a manager hears it before the rep says it at a real door.
Questions
Why do they need a Social Security number at all?
For financing, the lender needs it to check credit. The rep should be able to say which lender, why, and what kind of check it is, in one breath.
Does a soft credit check affect a credit score?
A soft inquiry does not affect a credit score; a hard inquiry can lower it a little for a while. Reps should say which one their lender runs, and only if they know.
What if they still won’t enter it?
Offer to leave the lender’s link so they can apply on their own later, from their own device. Some will; pressure turns every one of them into a no.