partners mortgage sales rally v1
TRANSCRIPT
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Mortgage Coach
Sales Rally The keys to massive success in 2010
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www.facebook.com/mortgagecoach
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Encouraging Rate-Shopping
Making Rate-Shopping
Easier
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is changing the game with the Shopping chart
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The new GFE in the news
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“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
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is changing the game by comparing rates
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HUD is telling borrowers to rate shop & Google making it easier to
rate shop
So what do you do?
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Get really good at riding big waves
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The Eddie Story Begins “I’m looking to buy my first home”
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Delivering value and clarity
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Total Cost Analysis
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Giving direction, set expectations and deliver his value proposition with Total Cost Analysis
Directions
Expectations
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This is what getting shopped looks like
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And this is what getting shopped in Google looks like
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Now it’s time to start being a Market Leader
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Scott’s Market Leader video
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Scott’s shows his extraordinary knowledge
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Scott’s shows the hourly movement
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Showing Eddie what other lenders are doing in real-time
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This is what delivering obvious value looks like as a Market Leader
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This is what Scott’s daily email to Eddie “the shopper” looks like
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Keys to Scott’s SUCCESS
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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
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He delivered his rate quote, monthly payment & cash to close with obvious value
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He provides rate quote, monthly payment & cash to close
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He analyzes the total cost over time demonstrating that he has the clients best
interest in mind
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Then he shows the client how to pay off their home faster and delivers obvious value on one
page
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He emails DayWatch regularly
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Scott’s shows his clients that rates change throughout the day
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He showed that all lenders don’t respond the same to news
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He watches RateWatch morning video
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VS.
Information
Guidance
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Scott Nicholson is the Obvious
Choice
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“This month 5 out of 15 of my loans were rate shoppers and I couldn’t have won the business without RateWatch.“ Scott
Nicholson
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"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
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Daily Rhythms of RateWatch
Day Watch Lender Watch
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RateWatch A Revolutionary Solution to Reduce Rate Shopping & Increase
Referrals
$595 per year
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"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
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The Tracy Cavanaugh Story
“2009 started off as pure hell and unbelievably ended on pure hope”
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“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
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The beginning of my research
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The definition of a success story
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Tracy is always delivering obvious value
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Don’t you just love it what Realtors talk like this
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Rent vs. Own Analysis
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Tracy gets all the buyers assumptions on the table
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Tracy shows the obvious value of buying now
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Tracy blows up the value over time
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Tracy makes it simple and obvious to everyone
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You must deliver the value on one single page
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Ever have a Realtor ask what are the fees involved for myself?
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Tracy is always delivering value and always wrapping mortgage strategies around properties
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Keys to Tracy’s SUCCESS
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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
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Tracy’s video that started her success
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Tracy shows the problem and pain
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She pre-frames the solution
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More framing of her solutions
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She broke down the story in detail
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Monthly payment with $14,000 price reduction
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Monthly payment with $14,000 rate buydown
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Tracy make this clear and simple to everyone
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Tracy is creating obvious value
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Her call to action was elegant and powerful
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VS.
Information
Guidance
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Tracy Cavanaugh is the Obvious
Choice
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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
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Tracy cost of waiting analysis
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Tracy shows the possible cost of waiting
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Tracy blows up the cost of waiting over time
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Tracy always shows the power of debt reduction
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It’s time for new SKILLS & HABITS
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It’s time to take action to be
different
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13 Years Of Expertise
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13+ hours of online video curriculum
68 page workbook 5 Complete
Modules covering the most
important and relevant
information
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c
Total Cost Analysis
Seller Buydown
Flyer
Rent vs. Own
Analysis
Mortgage Manageme
nt
Strategies
Market Leader
Wow Presenter
Certified Mortgage Coach FRAMEWORK
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Make Compliance an Advantage
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2.25 hours of content
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2.25 hours of content + 33 page
workbook
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2.25 hours of content
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2.25 hours of content + 16
page workbook
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Inspire First Time Home Buyers
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Move Fence Sitters
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Create WOW Presentations
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Master Analyze
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Understand the Market
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Wow Realtors at next meeting
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Paul Walton
“Certified Mortgage Coach Program was fantastic. It
certainly helped with presentation skills. Simply put
a must for success moving into 2010.”
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Paul Walton
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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.”
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Total Cost Analysis
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RateWatch
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Chat Room
Forms
Library
Weekly Coaching Calls
Weekly Q & A Sessions
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Join the Mortgage Coach Team Today
Value is Priceless > Price is $2,485
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Mortgage Coach Promise
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20102010
2010
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I’m so glad I have Mortgage Coach
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I wish I had Mortgage Coach on this one