Script for Home Loan

 

LAST PART UNTIL YOU SEE THE SCRIPT

  This script serves as a guide to help you disarm the client in a good way. Never quote too high because you can; just quote what you feel is a win-win situational amount. The whole idea behind this script is market research. You can even give it to your assistants and have them hand the phone over to you once the info is ready. Simplicity is the key. If you get questions outside of the stuff listed on the script, don’t over think or tell it. Say things like “You won’t have to worry about that. We do this research for a reason.” Or you could say “I’m doing this research to fix problems just like the one you are explaining.” There is no sense in telling the whole story. You sell the loan, but getting an application and their loyalty is all done in this script.   

Believe it or not, this script works even better on old or expired leads. Think of all the destroyed relationships you can rekindle with “market research.” When you get the lead, call them. Then, a week later, hit them with this and you’ll for sure get an app. Not only can you find out what the competition gave them, you also have their trust. They will probably complain to you and then you get to be the fix-it loan officer (don’t forget to ask for referrals).   P.S. I even used this technique to recruit people into a multi-level marketing company asking questions doing market research! That’s why I left the mortgage business in October of 2010.  

Go to the next page and enjoy,  

Ryan Stewman         (Name)   Hi my name is…… I am calling doing some market research. I work with lower my bills and you applied there at one point or another. I’m just talking to people and asking them questions about their experience.   Will you be 100% honest with me?  

(if did or is doing)  Did you get a loan thorough applying on lower my bills?   

Did you feel like you got the best loan for the money?  

Who did you use?  

What rate did you get?

What fees?  

Would you use them again?  

Would you recommend them as a referral?  

Since you have not paid for an appraisal or finished you loan yet I can get a rate quote directly from the president of the company right now. (or if you area LO do it yourself)  

BAM! (don’t say BAM! Out loud)  

Ok great thanks for your time.( If quote see bottom)  

 

(If not) well if you will answer a few questions for me then I will give you an estimate of your home’s value (usually a $5 charge) for free at the end of this phone call.   ok  

Why did you decide not to get a new loan?  

Do you know what the value of your home is?  

Did your loan officer not contact you enough?  

Did you feel like you were educated enough about the process?  

Would you be willing to try to refinance again with someone else?  

I have your address here and according to my records it is somewhere around $(look on zillow and tax record value dived by 2) if you would like to take a second look at it. I would be more than willing to see what we could do at our place I have all of your information. Would that be ok with you?  

Ok I will call you back in an hour or so after I run and crunch some numbers. Thanks for your time I will talk to you soon. 

 

 

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