partners mortgage sales rally v1
TRANSCRIPT
Mortgage Coach
Sales Rally The keys to massive success in 2010
www.facebook.com/mortgagecoach
Encouraging Rate-Shopping
Making Rate-Shopping
Easier
is changing the game with the Shopping chart
The new GFE in the news
“I just put my home in escrow and I’m
collecting GFE’s, how quickly can you send
me one?”
A quote from a borrower
is changing the game by comparing rates
HUD is telling borrowers to rate shop & Google making it easier to
rate shop
So what do you do?
Get really good at riding big waves
The Eddie Story Begins “I’m looking to buy my first home”
Delivering value and clarity
Total Cost Analysis
Giving direction, set expectations and deliver his value proposition with Total Cost Analysis
Directions
Expectations
This is what getting shopped looks like
And this is what getting shopped in Google looks like
Now it’s time to start being a Market Leader
Scott’s Market Leader video
Scott’s shows his extraordinary knowledge
Scott’s shows the hourly movement
Showing Eddie what other lenders are doing in real-time
This is what delivering obvious value looks like as a Market Leader
This is what Scott’s daily email to Eddie “the shopper” looks like
Keys to Scott’s SUCCESS
Scott’s prepared with a great strategy and confident at explaining his value proposition
He has a great attitude
He uniquely positions himself
He confidently explains his total cost philosophy
He confidently explains his market leader expertise
And then he delivers with action
He delivered his rate quote, monthly payment & cash to close with obvious value
He provides rate quote, monthly payment & cash to close
He analyzes the total cost over time demonstrating that he has the clients best
interest in mind
Then he shows the client how to pay off their home faster and delivers obvious value on one
page
He emails DayWatch regularly
Scott’s shows his clients that rates change throughout the day
He showed that all lenders don’t respond the same to news
He watches RateWatch morning video
VS.
Information
Guidance
Scott Nicholson is the Obvious
Choice
“This month 5 out of 15 of my loans were rate shoppers and I couldn’t have won the business without RateWatch.“ Scott
Nicholson
"A daily update on news paper just isn't enough, from bond market moves to real-time lender pricing changes, no other rate service has ever made it so simple and kept me this informed
before RateWatch.“ Tracy Cavanaugh
Daily Rhythms of RateWatch
Day Watch Lender Watch
RateWatch A Revolutionary Solution to Reduce Rate Shopping & Increase
Referrals
$595 per year
"I just wanted to thank RateWatch. I have locked 28 loans in last week from their advice. You guys have made
me a lot of money.“ Mark Mayfield
The Tracy Cavanaugh Story
“2009 started off as pure hell and unbelievably ended on pure hope”
“I can’t believe it, I have gone from
struggling to close 3 loans per month to closing 9 loans per
month in just 90 days ”
A Tracy highlight in 2009
The beginning of my research
The definition of a success story
Tracy is always delivering obvious value
Don’t you just love it what Realtors talk like this
Rent vs. Own Analysis
Tracy gets all the buyers assumptions on the table
Tracy shows the obvious value of buying now
Tracy blows up the value over time
Tracy makes it simple and obvious to everyone
You must deliver the value on one single page
Ever have a Realtor ask what are the fees involved for myself?
Tracy is always delivering value and always wrapping mortgage strategies around properties
Keys to Tracy’s SUCCESS
Tracy created a breakthorugh because she changed the game with Realtors
She has a Great Attitude
She uniquely Positions herself
She confidently explains her Market Leader expertise
She confidently explains the Seller Buydown strategy
She confidently has the Rent vs. Own Conversation
And then she takes massive Action and meets with lots of Realtors face-to-face
Tracy’s video that started her success
Tracy shows the problem and pain
She pre-frames the solution
More framing of her solutions
She broke down the story in detail
Monthly payment with $14,000 price reduction
Monthly payment with $14,000 rate buydown
Tracy make this clear and simple to everyone
Tracy is creating obvious value
Her call to action was elegant and powerful
VS.
Information
Guidance
Tracy Cavanaugh is the Obvious
Choice
Buy Now Using Seller Buy Down Program
4 Bed, 2.5 Bath, 2,120 Sq. Ft.
4.25% 30 Year Fixed$225,000 Purchase Price
3.5% Down
$1,188 Payment
Buy Later No Seller Buy Down Program
3 Bed, 1.5 Bath, 1,240 Sq. Ft.
6.5% 30 Year Fixed$180,000 Purchase Price
3.5% Down
$1,186 Payment
VS.
Buy Now
Wait
Tracy cost of waiting analysis
Tracy shows the possible cost of waiting
Tracy blows up the cost of waiting over time
Tracy always shows the power of debt reduction
It’s time for new SKILLS & HABITS
It’s time to take action to be
different
13 Years Of Expertise
13+ hours of online video curriculum
68 page workbook 5 Complete
Modules covering the most
important and relevant
information
c
Total Cost Analysis
Seller Buydown
Flyer
Rent vs. Own
Analysis
Mortgage Manageme
nt
Strategies
Market Leader
Wow Presenter
Certified Mortgage Coach FRAMEWORK
Make Compliance an Advantage
2.25 hours of content
2.25 hours of content + 33 page
workbook
2.25 hours of content
2.25 hours of content + 16
page workbook
Inspire First Time Home Buyers
Move Fence Sitters
Create WOW Presentations
Master Analyze
Understand the Market
Wow Realtors at next meeting
Paul Walton
“Certified Mortgage Coach Program was fantastic. It
certainly helped with presentation skills. Simply put
a must for success moving into 2010.”
Paul Walton
Mark Mayfield
“I am very pleased with the Certified Mortgage Coach Program so far! You
know my financial planning back ground and I was questioning how much value I would get out of the
program, boy was I wrong! I am just to the first two sections and I am blown away with the teaching. I know the
markets better than I ever have in my life. thanks for continuing to exceed
my expectations.”
Total Cost Analysis
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20102010
2010
I’m so glad I have Mortgage Coach
I wish I had Mortgage Coach on this one