with todd duncan follow

Where SUCCESS Happens™

With Todd Duncan Follow


The PROMISE to you for our time

together today is that if you

implement the 3 key ideas I will

share with you in the next 3-hours,

you will double your applications in

30-60 days!


“Before Sales Mastery 2011 I didn’t believe it

was possible to triple my volume but here I

am, almost 3-years later, and I’ve gone from

110 fundings a year in 2011 to being on pace in

2014 for over 500 fundings. You have

changed mine and my family’s life for

generations! Cody Hardridge – Senior Loan Officer

Cornerstone Home Lending


What is your story going to be?

How long are you going to wait for

your results?

What barriers are holding you back?

Imagine if………


The premise for the day:

The Loan Officer who knows how

to acquire, optimize and retain a

client the best, gets paid the

most….period!


Small Improvements Rule! Improve # Clients $/Transaction #Transactions Total

100 1000 x2 $200K

10%(.8%:mo) 110 1100 X2.2 $266K

33%(2.75%:mo) 133 1330 X2.66 $460K

50%(4%:mo) 150 1500 X3 $675k

X2 200 2000 X4 $1.6m

X4 400 4000 X8 $3.2M


Business Planning

101 for 10-months:yr.

10 x 2 x 4 = 80 Agents Referrals

per week

Weeks per

month

Referrals per

month


Good Morning Todd! I just wanted to take a quick moment and tell you, "Thank you". You probably hear it a lot, but sincerely and from the depths of my heart, I want you to know how much I appreciate YOU.

PS - The next time I see you, I'll play you a voicemail from a realtor I've been going after for 2-yrs and now have his business as a result of a few things you spoke about in your "10 X" Coffee w/ Todd episode... It works. May God continue to abundantly BLESS you and your family Todd! Dan Dan Keller | NMLS# 115349 Mortgage Advisor


Three Areas of Questions At Interview:

1. Business Gaps and Service Needs

2. Cost of Lost Leads

3. Dreams and goals….

Supported by Weekly Action Plans


80 x .25 = 20

80 x .5 = 40

80 x .75 = 60

Conversion to Apps

Total Apps for month

Buyer PQ conversatio

ns

The most important number of all is the

percentage of buyers you convert to

applications that close!


200

400(2x)

600(3X)

Apps Per Year

Apps Per Year

Apps Per Year


The 1st of 3 Powerful Ideas:

You must master the art of

selection and de-selection.


De-selection and Selection

Percent of Agents : Percentage of Business

32% produce 0% of the business

28% produce 1-5% of the business




4% produce 51%+ of the business


You must get more from less!!!!


Focus on the Few for Massive Leverage 80% come from 20% = 80/20 = 16:1

64% come from 4% = 80/20 = 250:1

52% come from .8% = 80/20 = 4,000:1

40% come from .2% = 80/20 = 65k:1

1

2

3

4


#1 job is to move all resources from the left to the right. • Time • Energy • Focus • Effort • Investment

KILL ZONE

DEAD ZONE FLAT LINE – NON_SCALEABLE –

HARD $

OPT

IMIZ

ED


“There is nothing

so useless as

doing efficiently,

that which should

not be done at all”.

Peter Drucker


“For every 100 great

opportunities that

are brought to me, I

say ‘No’ 99 times”.

Warren Buffet


Agents


Sales Skills


Database


80%/20%

64%/4%

52%/.8%

40%/.2%


Say “Yes” to:

1. Lead Extraction

2. Cost of Lost Leads

3. Weekly Lead Generation Activity and

Borrower Conversations and

Conversion


Lead Extraction Subsets(4X):

• Borrowers w/o lender connection

• Borrowers who “know a lender”

• Borrowers who are “approved” with

a lender


Watch:

Lenderless Borrowers:Ten

Know Lender:Ten

Approved Borrowers:Ten


My gift to you…..

If you would like a copy of today’s

deck, simply text the word smtour to

38470


The 2nd of 3 Powerful Ideas:

You must create a

significant pain-point to

get an agents attention.


It’s called…………..

The Cost of Lost Leads

BTW – this strategy will produce income

gains of 250K-1M in a year or less!


Question #1:

How many transactions did you

close last year?


Question #2:

How many people did you have

to talk with to close that

volume?


Question #3:

Do you think any of those

people that didn’t use you, used

another agent?


Question #4:

What percent of those do

you think might have used

you that did not?


Question #5:

How much do you make per

transaction?


Question #6:

Would you like to discuss a

strategy on how to earn that and

more each year?


Agent Calls,

4 Weekly

Questions


The 3rd of 3 Powerful Ideas:

Change the words you use

to increase attraction to

you and to create action

with your prospect.


Advance trust and

influence with pattern

interrupts, embedded

commands and power

phrases!


Drive the Leads To You (Lead Extraction)

“I appreciate the fact that you know a lender (or you’re already pre-approved, or that you are just beginning the home hunting process).

Most of my clients do(are).

As part of my promise to deliver a superior home buying experience, I ask all my buyers to talk to John Smith, the mortgage professional I use at ABC Financial. He’s the best in the business and talks with all of my buyers prior to us going out to look at homes. Whether you use him or

not, 20 minutes of quality time with him will help me to help you get the best home for the best price, and in the process, put you in a strong negotiating position to potentially save thousands of dollars of the

price of the home you buy. And perhaps he can even help you save tens of thousands of dollars over the next 5-10 years with his no-cost

Mortgage Planning program. At what number and time can I have him call you today?”


Whether you use him or not 20 minutes of quality time with

him will help me help you get you the best home for the best

price, and in the process, put you in the strongest negotiating

position possible to potentially save thousands on the home

that you buy. And, what makes him really unique is his Total

Cost Analysis consultation. Hundreds of my buyers have

saved thousands of dollars in unnecessary mortgage

expense with this program. Has your lender done this? You

will love it and there is no risk! At what number and time can I

have him call you today?


Buyer Agent Objection Scripts:Borrower

“Second opinions on the largest transaction of your life is always a good thing and could

potentially save you thousands of dollars.”

“Has your lender completed a Total Cost Analysis on your transaction and shown you multiple

strategies to help achieve your goals?”


Listing Agent Extraction: Cross-quals “I appreciate the fact that you are already working with a lender.

Most buyers at this stage have a lender relationship.

As part of my commitment to deliver a superior home selling experience, I ask anyone at the offer stage to meet with John Smith,

the mortgage professional I use at ABC Financial. He’s the best in the business and whether you use him or not 20 minutes of quality

time with him will give my seller and me the confidence in your offer which can change the total psychology of the offer we accept

or counter to. At what number and time can I have him call you today?”


LO Objection Response to Buyer Cross-Qual from a

Buying Agent

“Have you ever had an approval that did not work out?”

“It’s a strategy I call “Commission Insurance” which I use to insure both you and the listing

agent get paid.”


LO Objection Response to Buyer Cross Qual: Buyer

“Has your lender completed a Total Cost Analysis on your transaction and shown you multiple

strategies to help you achieve your financial goals and potentially save you tens of thousands of

dollars on your mortgage over time?”


Cross-sell Your Strategic Partner “Mr. Johnson, this is John Smith with ABC Financial. I’m

calling at Debbie Jones’s request and XYZ Realty. Do you have a few minutes?”

“I’d like to congratulate you on your choice of Debbie as your real estate agent. I have been doing business with

her for the last 7 years and she does a brilliant job for all of her clients. One of the reasons Debbie asked me to call

you is to help you make informed choices about your financing options when buying your home.”


Professional Closing for the Pre-Purchase

Consultation

“Mr. Smith, a lot of people think I am in the business of doing loans. I really don’t look at it that way. As a Mortgage Planner, I

am helping you create perhaps the largest debt of your life and I have a responsibility to help you professionally manage that

debt.

I see my primary role as helping my borrowers integrate the mortgage loan they select into their overall long and short-term financial and investment goals and their payment, equity, cash-

flow and tax objectives.”


Borrower Conversation Game Changers:

Own the transition

…..But before we talk about

that…



Rate Rule#1:

Never quote rate until you

have established value

otherwise rate will be too high



Rate Rule#2:

Never lower your rate or fees;

always increase the value of

your offering.



1. What are you trying to accomplish

with your mortgage?

2. What’s important to you, interest rate,

monthly payment, or the lowest

overall cost of borrowing?



3. Is a 30-year fixed strategy the only

option you are willing to consider or

are you open to other cost saving

strategies that over time could

amount to tens of thousands of

dollars in your pocket?



3. There are 25 things I need to know to

quote you a rate and a program.

Without knowing those, I could easily

cause you to miss out on the best

rate and program that will meet your

needs.



The Mother Lode Script of All Time

4. The lowest rate on the wrong

strategy can cost you thousands of

dollars more over time than a slightly

higher rate with the right strategy!


Real Results = 1 Script = 1 time = $2,500 I tried Todd Duncan’s script and approach for rate shopper on

Saturday. The meeting took longer than I wanted (2 hours) but it was a

success. It was a cross-qual for my listing agent on her new listing. The

buyer already pre-qualed with a lender that his father used on several

transactions. This guy is the typical Asian rate shopper. He specifically

said on Monday that he will only use me if he gets this property and I

can match the rate. I took a chance and used Todd’s “mortgage

planner/debt consultant” approach. The buyer loved it and asked me

even if he doesn’t get this property, can I still help him?! (Actually I

paused for a second and didn’t know how to respond because I wasn’t

expecting that question)


Real Results Well, he didn’t get that property but he had an offer accepted on a

different property. So in short, we finished signing the application in my office Tuesday and we are ready to submit the file. He didn’t

ask once what is my rate or closing cost?! The best part was, I found out, this new property also had a preferred lender, which he

met and pre-qualed on Saturday (same day) but chose not to go with that lender. I clearly stole it from both lenders! A $457,000

loan with one script.

Thank you Todd!!! I wish I did this boot camp 5 years ago!

Kam Ngo


Power Phrase #1:

“That’s not

acceptable…”


Power Phrase #2:

“I think I’m really good

at this….”


Power Phrase #3:

“There is nothing I’m

not prepared to do….”


The 4 Magic Weekly

Questions


Question #1:

Who have you met in the last 7

days that you want to sell real

estate to or for and you are not

sure they are going to use

you?


Question #2:

Who are you showing property to in

the next 7 days who I should speak

with to make sure we optimize their

purchasing power?


Question #3:

What are your open house

plans for the next 2-4 weeks

that I can help you create a

success strategy for?


Question #4:

What Buyers have you closed

in the last 30 days for whom

you have not hosted a house

warming party?


www.7LBook.com/hous

ewarmingparty


With Todd Duncan Follow

with todd duncan follow

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