This is the handouts and playbook for SCRIPT-a-PALOOZA 2019

2. MORTGAGE
150 LOANS/$50M +
$300M REGION
117 TCA'S
INTRODUCTION EMAIL
Hi [Name of Client],
It was a pleasure to meet you! I'm looking forward to
working with you.
I wanted to introduce you to my Lender partner, Keith
Collins. Keith and his team are excellent communicators and
will be happy to help. You can reach them at###-###-#### or
[mailaddress@email.com].
Attached you will find a little bit about Keith, his team and
Movement Mortgage. I've also included a link below to a
video about who they are and what makes them so special:
[https://websitename.com]
WINS WITH ONLINE BUYERS
Keith makes 3 simple commitments to
our clients:
1. Your interest rate and closing costs will
ALWAYS be equal to or less that what they
quote you upfront.
2. They will never cause your closing to be
delayed. If they do, they will credit you $50
every day they close late.
3. They will help you build wealth faster by
help helping you make smarter mortgage
decisions.
Hey, that's a great question. Interest rates are extremely important. Interest rates are still very low, but the interest rate
that we get is going to vary based on a program you choose. Interest rates on certain programs can be in the low fours to
high fours. We have a clear process we go through. I think it might answer some of the questions you have. It starts with a
simple 'goals and dreams' conversation, and we're starting it right now. Where do you guys want to be? What kind of
home are you looking for? How long do you guys plan on being in that home? And, how much have you guys set aside for
initial investment? What do you want that mortgage payment to be? Obviously, you want the lowest possible payment,
but what are you guys budgeting on a monthly basis.
We'll go through all that information, and then I'll text or email you a link to our easy app. It's an online application
without the hassle. It will take you about 10 or 15 minutes. You can upload documents securely, take pictures of it. I'll get a
notification when it's complete, and then I go to work. I'll come back in about 24 hours. We'll set up another call, a time for
us to meet in person, do a video chat, or have a conference call. I'm going to go over the four things that I typically find
clients always ask about.
Those things are, number one, what's the max price I'm approved for? Based on what I said I wanted to spend, what's
that going to get me? Two, based on all the available programs, what program do you think is best for me, and why?
What's my payment going to look like? That's the interest rate conversation, so we're going to proactively address interest
rates there. And, what's my no surprise number?
KEITH COLLINS

3. UAMC
$11OM - 735 TCA'S
PITCHING PARTNERS
When I'm with Realtors, and even when it's a client coming to me with her own Realtor, I will pick up
the phone and call them. And I always put them on the Total Cost Analysis email and I let them know
that they get notified automatically when the client opens it.
I'll say, "Hey, can you take two minutes and look at this?" I make sure I've met the client's goals and
that we're on the same page and if not I can do a live correction and get them engaged. And when I'm
talking on my video, the first thing I say to the client is, "I want to thank you for working with Cindy
Edmundson and I. I want to let you know that I've shared this video with her too so that we're all
working as a team.
STRATEGY AND SCRIPTING FOR BORROWER CONVERSION
Listen, we're not your typical mortgage lender. We're going to be working with you long term. Our
goal is to make you our client for life and we're going to hopefully work with your families. But for me
to do that, I need to ask you a couple of questions and it's going to be a little bit personal. I need to
know what your financial goals are. How long do you think you're going to be in this house?
Great. I'm going to give you that option. So let's take that off the table. (rate)
But let's talk about what that 3.75 rate is. If I can take some money and shift it to pay down a debt, a
car payment of $800 per month, for instance, and now your overall total monthly obligations are X.
Would that put you in a better financial position? And it also puts me in a better position later to
possibly refinance you if things change.
Hey, we can put you in a better financial position to start putting away, even though your rate's
going to be a little higher, you're going to save $250 a month and be able to put it in the bank.
MICHELLE TOWN

4. PURCHASE PRE APPROVAL
Congratulations! The Town Group@ United American has approved you for a purchase up to $400,000.
Attached are the following:
• Pre-Approval letter (https://mcedge.tv/1ch2aa)
• TCA Worksheet (Please note that interest rates do change daily and are based on credit scores,
down
payment and property type. Escrow and title fees are selected by the seller.)**
• This estimate is truly an estimate. Interest rates cannot be locked in until a property is
identified and
an executed contract has been received. (https://mcedge.tv/1ch2aa)
• Total Cost Analysis Video- BLASCO VIDEO-download here (https://mcedge.tv/1 ch2aa)
Please make sure to watch the video- it will go over the different options available and give you an idea
of the savings, tax benefits and options available to you. This video is a financial and life-saving tool,
helping you make your first step into real estate ownership successful.
Strategies:
**Mortgage insurance is estimated to be on the loan for about 3-5 years. For a long term hold on the
property, it has the largest interest savings and lowest monthly payment.
Option #1
30 year fixed with mortgage insurance
3.75%
Cost of 1.5 points
Option #3
30 year fixed with NO mortgage insurance
4.00%
Cost of 1.5 points
Option #2
30 year fixed with mortgage insurance
4.25%
No points
Option #4
30 year fixed with NO mortgage insurance
4.5%
No points
Your file has now moved to your mortgage concierge, Jessica Donlin. She will review the file for any
missing items. Our goal is to prepare your file for quick and on time closing. She will be in touch with
you in a few days if she needs any additional items.
We have many options available to you with varying interest rates and programs. Click Lending
Products to explore our vast lending portfolio. Our portfolio includes:
• No closing cost options - Interest rate will be a little higher
• Lower interest rate- your closing costs would be higher as you would be "buying down" the rate
• Adjustable Rates
MICHELLE TOWN

5. FAIRWAY
200 LOANS + TEAM
988 LOANS $333M
GOAL 1,255 IN 2019
2,223 TCA'S
INTRODUCTION EMAIL
Hello Caroline,
Thank you for completing our client questionnaire, I'm honored to have the opportunity to earn your business. I've
prepared a total cost analysis for your review. Please click here to view your Total Cost Analysis Presentation
What Next?
I would advise that we schedule a quick follow up call to ensure you are 100% certain on all of the information
contained within the analysis. Do you have time this week for a quick 5-minute phone call to review?
What Do We Need From You?
I believe we should also gather the following items so we can be exact in calculating your income and maximum
qualifying loan amount. Please upload or email the items requested below at your convenience (you can upload
securely here: Client Questionnaire Secure Document Upload Link)
1. 2017 & 2018 W2's 6. Could you please provide a full two-year work history?
2. 2017 & 2018 Personal Tax Returns
3. Most recent monthly bank statement
(all pages please)
4. Most recent monthly or most recent quarterly
stock, bond, 401Kor IRA statements (all pages
please, if applicable)
7. Your app currently shows that you didn't answer the
following declaration question "Is any part of the
down payment borrowed?" Will you please provide
any information/documentation regarding this
situation.
8. All of your credit bureaus are frozen, can you please
5. Could you please tell me how much you currently unfreeze these so we can get your pre-approval
pay in rent? completed?
That's about it! Once we've analyzed this information we can quickly issue a full Pre-Approval Letter, which you will use
when making an offer on your new home.
Please let me know if you have questions on the Total Cost Analysis or the items I have requested.
Grateful,
Josh
P.S. The day of closing, when the moving truck arrives, it's important we've performed on time and as
promised for you. Here's what our clients tell us about their experience: Client Google Reviews
JOSH METTLE

7. O'H&UfhSTOCKMAN BANK
132 LOANS $41M
199TCA'S
INTRODUCTION EMAIL
Hey Real Estate Investor!
Great chatting with you today and I look forward to diving deeper into this discussion and strategy. I'm excited to
hear how everything unfolds and would love to partner with you over the next 10 years to help you realize your vision.
Click on this link to review your financing options based on your near-term goals. As I mentioned, I can update the
details on my end seamlessly to reflect each current property you are viewing. This will help you make a timely,
informed decision whether it's the right investment for your portfolio.
Interested In Imminent Insightful Investment
Quick Notes: Make sure to select the blue "More Info" buttons throughout this presentation. Each will take you to
further screens and more information. One of the "More Info" buttons will take you to a Closing Costs tab. When you
select that, it will summarize the closing costs and prepaid items. At the bottom is a "Fee Detail" button. If you select
that, it will itemize out each closing cost and prepaid item.
• add in any opportunity for Realtor/CPA/Financial Advisor/Attorney referrals
• add in any pros/cons for each program and rate/fee structure.
• MMG Daily Script(IF APPROPRIATE)
My mission is to earn your trust and be your preferred loan strategist for life!
Please let me know if this will work and I'll have the other items prepped for discussion. Thank you!
POSITIONING ANNUAL
MORTGAGE REVIEWS
Hey, I'm checking in. It's been awhile.
How are you? What's going on in your life? Talk
to me about your family.
How's the house? You guys still in the house?
HOW SHANNON O'HARE FINDS
OPPORTUNITY IN A LOST SALE
We're one of the top producers in the valley, month in and month
out. The only way I can do that is being competitive on rate and fee,
but past that I have to deliver on what I'm doing.
Hey, is there any opportunity for me to present to you about new
hires moving to the area? As I'd love to be a trusted advisor to them.
SHANNON O'HARE

8. MORTGAGE
$85MWITH
WBN COMMERCIAL
441 TCA'S
INTRODUCTION EMAIL
Hello Mr. Customer
I hope all is going well with you! I really enjoyed speaking with you yesterday about your ambitions to purchase a
home. It certainly is really exciting thinking of the possibilities of having your own home...especially for Henry! I
remember when my kids were five years old, the memories that were built in our home will be with me forever...although, I
must say at the ages of 8 and 10 now, things do get easier:)
I worked up a presentation for you to go deeper into the high level concepts that we discussed on the phone. When
you have about 10-15 minutes, you might want to start by watching this recorded screenshare first. In that, I give you a
deep dive into the loan options I am recommending. With your situation, there are some moving parts to discuss such as
lender credits, seller paid closing costs, PMI, No PMl...future refinancing! Don't worry, we are here to help go through all
of that with you along with helping you manage this debt for years to come!
I also referenced a few blog articles that I wrote - I have linked those below. (Mortgage Coachers - this is an
opportunity for you to have links for your YouTube explanation videos or your own blog. If you don't have a blog, just use
Linkedln published posts as it's a free platform for longform articles!)
If you click the link below, a presentation will pull up in your browser. I also snipped the summary of the presentation
for you in this email so you could see the high level important points if you are on the move.
Thanks in advance for your time and consideration. I look forward to speaking again to bring a more narrow focus to
your housing search! Have a great day...
CLI CK HERE to review the full digital mortgage presentation!
HOW AND WHEN JOHN DOWNS DISCUSSES
THE CURRENT MARKET SITUATION
You know, right now the market is on fire in DC. Let me tell you why. At the end of last year, the market was crazy slow. It
started with rates peaking in September. All of a sudden, people pulled back because rates just went up. The housing
reports looked bad. The media piled on it. The stock market started crashing. The election was there. There was hate
everywhere, negativity and just everything was bad. Then fast forward past the election, both parties thought they won.
The Republicans got the Senate. The Democrats took the House, so they felt good. Interest rates stabilized. As we sit today,
the stock market's only 4% off the high. To think where we were in December and where we are right now, you actually
have a tremendous number of positives where people are waking up realizing, "It's not that bad. Rates are low. We were
going to buy in the fall. Let's buy now." But then you also have the buyers of the normal spring buying season creating this
amazingly competitive, hard, tough market to win. Now let's talk about why that's so important.
JOHN DOWNS

10. FAIRWAY
96 LOANS / 150 GOAL
873 TCA'S
PURCHASE INTRODUCTION
Hey guys! It was great to video chat with you today. I
hope you found our time informative and helpful. We
put a lot of time and energy into ensuring your
"Mortgages with a Personal Touch" experience is by far,
the best mortgage experience you've had or ever will
have! Here is the link to your customized mortgage
strategies that we went over together. Click the link
below to view those.
Denton Customized Loan Strategies
If you're viewing this on a mobile device or tablet
and click the link, it will prompt you to download the
FREE mortgage coach app so you can see these
numbers while you are on the go; just another way we
provide value to our clients at every turn!
If you have any questions, please reach out and ask.
We're so excited to help you get into a new place!;)
PURCHASE INTRODUCTION
CONDUCTING CLIENT FOLLOW-UP
Are your kids going to college, and you're thinking about
apartments right now? Have you ever thought about buying
a home with them on it, with a primary residence interest
rate? Call me if you're interested in that and don't want to
waste money on rent.
HOW JENNY STONER
HANDLES "VIP" CALLS
Part of my level of service for my VIPs is to be way more
than a mortgage advisor to you. I want to use my
connections to help you build worth, and help you make
good financial decisions. Is it okay with you if I go through
who I think those people are? Let's make sure you have all
these people in place. If you do have them, awesome. If not,
I would love to refer you to somebody I trust.
My team's going to gather some documents for you, and they're going to send you a link to my calendar to book a call with
me. When I'm putting together options, I never just want to send you a fee sheet, because I equate mortgage numbers to ...
You know when you go to the doctor, they do blood work, and then they email you your lab results, but you're really not
sure what you're looking at?
Well, that's what mortgage numbers are like for people. So, I'm never just going to send you a fee sheet and expect you
to figure it out. My commitment to you is that I'm going to meet with you.
If you want to come in and meet with me face to face, I'm totally open to that. So, I'm happy to communicate with you
over video chat, give you that experience, but if you want to come in, my team would love to see you and meet you as well.
It's so important to me that I serve you well, and I want to make sure I understood what your hopes and dreams were.
What you told me is, you're looking in the $400,000 range. You don't want your payment to be over $2,000 a month. You
are interested in a 30-year fixed, but you're curious if a 15 year is doable. Did I hear that right? Did I listen well?
JENNY STONER

11. GUILD MORTGAGE
207 LOANS FOR $84M
1,911 TCA'S
PURCHASE INTRODUCTION
Hi Jackie and Ron - it was great meeting with you on
Sunday! Thank you for taking the time to help me better
understand your current situation, goals, and timeline as
you prepare to purchase 8217 317th PL NW Stanwood!
Based on our conversation, I've designed a
Personalized Mortgage Planning Worksheet that will serve
as a great starting point as you begin to dial-in your
mortgage budget and begin your home search!
Here is a link to your report - RODGERS MORTGAGE
PLANNING REPORT
The one thing I know for certain is that questions will
arise. Please do not hesitate to contact me if you need
anything, we are here to help!
HOW DAN KELLERS WINS A
INTRODUCTION
Power Point overview link.
TCA WITH VIDEO
I've created a mortgage concierge page for you. I'm going
to email it to you. I've broken it down into two simple
steps. You're going to complete step one, which is my
client intake form. Step two is my concierge page. Then
I'm going to follow up with you.
** A sample of Dan's Total Cost Analysis with video.
https://mcedge.tv/1cgkgd
REFERRED BORROWER CONVERSION WITH SCRIPTING
Hey, Sarah over at Keller Williams asked me to connect with you. I'm curious, how do you know Sarah?
Hey, I'm curious what did Sarah say about us? "Well, she said you were quick to respond. She said this, she said that. One of
the reasons why Sarah asked me to connect with you is this. You're looking to move up. You're looking to buy your first
home. We have a system in place to really help navigate you through that process. It begins with education.
Why do you want to buy a house? Why do you want to buy a house today?
I've created a mortgage concierge page for you. I'm going to email it to you. I've broken it down into two simple steps.
You're going to complete step one, which is my client intake form. Step two is my concierge page. Then I'm going to follow
up with you.
DAN KELLER

12. OVERCOMING OBJECTIONS
Here's the difference maker in the markets. I have access to this app. This app notifies me when the market's going to
reprice. This app has saved my clients over the last eight to 10 years hundreds of thousands of dollars in interest. Part of my
commitment to you is that I'm going to have a rate lock strategy call the day your offer gets accepted.
Hey, we're experiencing a rally right now. We're not going to lock your rate. We're going to wait two or three days. Then I go
and I give you updated pricing in two or three days that's a quarter percent better.
ANNUAL REVIEW
Hi Randy and Sarah,
I hope you are well! With the anniversary of us funding your home loan coming up, it's time for your annual review! Just like
a check-up at the doctor, I believe your mortgage and finances should be reviewed annually as well.
I would like to have a 15-minute conversation with you to review your existing mortgage, your home's value, and lastly, your
financial goals. It is important that you are using your mortgage to your greatest advantage (even if your mortgage is in
great shape, there may be other ways we can assist).
Also, with the recent rise in the FED rate, we have seen 30-yr and 15-yr mortgage and PMI rates dip a little as well. This can
be another talking point on our call...
I would like to schedule a time next week to discuss the Annual Mortgage Review PDF I have attached. Please complete the
attached fillable PDF form and let us know what time works best for you this coming Tuesday or Thursday!
I look forward to hearing from you!
Attached PDF Instructions - simply open, complete/type in answers, save to your computer, reply back to this email with the
completed PDF attached.
Thank you!
Dan
DAN KELLER

13. HOME LENDING
133 LOANS AT $48M
1,308 TCA'S
INTRODUCTION EMAIL
PDF link I I write these 'with' my agents - though in reality, it's a template and I just change up a few words to highlight
each agent's specialties. I want them to have GREAT (and accurate/eloquent) words pick from to refer as they develop
their own scripts.
POSITIONING ANNUAL MORTGAGE REVIEWS
If I'm doing my job correctly, my job really begins when we close our first loan. From there, it's my job to help you manage
one of the biggest debts in your life and we're going to continue to monitor the market as things evolve and see if there's
an opportunity to rewrite your loan and save you some money over time. So if we see a dip in interest rates were going to
be in touch, but even if we don't, we're going to be in touch in a year because we know a lot of things have changed.
After closing, you're going to see a lot of bottom feeder lenders. They're going to want to jump in and help you, but
remember that they don't have your goals and dreams or your best interest at heart because they don't know what they
are. They don't know what you're trying to accomplish. And we're going to help you integrate that loan into the rest of your
financial plan today. Our advice next year might be really different because your life might look really different next year.
For me I got married last year, I sent my daughter to college. My life is radically different this year than it was last year. And
so there are things that change as it relates to that and we just want you to know that we're going to come back and circle
the wagons.
Hey, this is not one and done. We're going to come back and revisit this with you. If you think you're going to be in the
property 10 more years, you're going to hear from me and I'm going to ask you, okay, do you think nine more years, eight
more years, seven more years?
This is not our first rodeo, This is not going to be a one and done deal for us. We really want to create a relationship
with you to help you build your net worth over time and help you get closer to what matters most to you. Our tagline has
always been our priorities are simple. They're yours.
We're going to talk about way more than just rates and fees. We're going to talk about the rest of your financial goals.
We're going to integrate that into the rest of your financial plan. I'm going to talk to your other advisors. So I'm going to
talk to your CPA or financial planner or your estate planning attorney to make sure that what we're recommending is
integrated with the rest of your financial plan. To do that, we have to be part of that team. And we really want to try to help
you not only integrate your loan into your financial plan right now, but you can count on us to help manage this mortgage
going forward, to see how we can save you money in the future.
Hey, you might be able to get an eighth lower rate right now and it saves you $16 a month. But if we see the next
recession that we head into and we've got rate triggers set up so that we can call you and say, Hey Dave, we can save you
$158 bucks a month and as long as you think you're going to be there over the lifetime or over the next 10 years, that's
going to save you $12,000. Is $16 bucks a month really worth it? Or are we in it for the long run?
LORI RICHARDSON