Referral Lead Refinance

    Hello

    Hi, my name is . I am Jaime Garcia’s loan partner. You were referred to us by who sells houses. He/she said that you are interested in refinancing and asked us to call and see if we can help you. Do you have a few minutes?

    1. Did {Realtor's Name} inform you that I would be calling? Great.
    *Always honor the referral source*

    2. Have you spoke with and/or applied with a lender in the last 6 months?

    3. Have you refinanced before? Do you own other properties? If so, how many?

    4. Tell me a bit about what you want to do.

    5. When do you want to refinance?

    6. What is the balance on the 1st mortgage? Current payment / rate? What does your payment include? Do you want impounds?

    7. How much is your annual fire insurance? How much are your annual property taxes? Do you pay for an HOA?

    8. Do you have other debts / mortgage against the property? What is the monthly payment / rate?

    9. What is the estimated property value? What is the basis of the value?

    10. Who else will be on the loan? Who is currently on title of the property?

    11. How much gross income do you make per month?

    12. Do you get hourly or salary?

    13. Tell me about your credit. Have you had any credit problems/events in the past? If you don’t know your score which best describes your credit repayment history - Excellent, Good, Fair, Poor

    Setup Office Appointment

    1. I have an appointment available _________________ or __________________. Which would work for you?
    Day of the week ,
    Date ,
    Time :AMPM.
    Location

    2. I have to gather just a little bit of information from you ... and then I will tell you what to bring for the appointment.

    3. What is your main concern when thinking about obtaining a refinance loan? Why?

    4. What is more important for you? Skipping a payment or having the lowest possible payment.
    Skipping PaymentsLowest Payments

    5. Subject Address

    6.Is it ok if I run a credit report so it is ready for your appointment? Great, I need your social ...
    SSN {Write it down} Confirmed DOB
    SSN {Write it down} Confirmed DOB

    7.Here is what I will need you to bring ( Go over items to bring verbally. Give office location and office number 626.768.0700 )
    Confirmed

    8.In closing let me verify that we have your best contact information.

    9.Great, we look forward to meeting you in person. Have a good day / evening !

    What to say if they don't want to set an appointment

    Triangle of Trust:
    1. How did you come to know {Realtor Name}?

    2. What did {Realtor Name} say about us?

    3. That’s great; our promise to you is that we will (Basically repeat what they just told you above, promise the same thing they said)

    4. {Leads Name}, before we get started, let me tell you how we prefer to work. Our goal is to give you the “highest level of customer service” possible; in order to do this, I need to ask you a very important question ...

    5. What is your main concern when thinking about obtaining a home loan?
    Why?

    Why?

    Why?

    6. Our promise is we will (restate main concern) ... Is that fair? ...

    7. Thank you for answering that question, now we know what to concentrate on.

    8. {Leads Name}I have to ask additional important questions so that we can better help you, is that OK? (Jump to next section)

    Phone Application

    9. Take Loan Application using .
    Obtain just enough information to verbally prequalify. The financials and credit report will provide all the real details that will matter

    10. In order to move forward ... I have to run your credit. Can we look at your credit “right now”?
    YesNo

    11. What is more important for you? Skipping a payment or having the lowest possible payment.
    Skipping PaymentsLowest Payments

    12. The last step will be to look at your income documentation. We will need your tax returns, paystubs, bank statements and property related documents

    13. Would it be easier to fax or email them?
    FaxEmail

    14. When can I expect you to send the information to us?

    15. {Leads Name} as soon as we receive your documentation. We can obtain an automated approval for eligibility.

    16. Do you have any questions?
    If uncertain, then “Let me find out and Jaime or I will call you back with an answer”

    17. In closing let me verify that we have your best contact information.

    18. Great, we look forward to (receipt their main objective). Have a good day / evening !

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