With Todd Duncan. Follow. Where SUCCESS Happens

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1 With Todd Duncan Follow

2 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 days!

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4 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

5 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

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9 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!

10 Small Improvements Rule! Improve Total # Clients $/Transaction #Transactions x2 $200K 10%(.8%:mo) X2.2 $266K 33%(2.75%:mo) X2.66 $460K 50%(4%:mo) X3 $675k X X4 $1.6m X X8 $3.2M

11 Business Planning 101 for 10-months:yr. Weeks Referrals Referrals Agents per per per week month month 10 x 2 x 4 = 80

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13 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 voic 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# Mortgage Advisor

14 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

15 Buyer PQ conversatio ns Conversi on to Apps Total Apps for month 80 The x most.25 important = 20 number of all is the percentage of buyers you convert to 80 x.5 = 40 applications that close! 80 x.75 = 60

16 200 Apps Per Year Apps Per Year 400(2x) 600(3X) Apps Per Year

17 The 1 st of 3 Powerful Ideas: You must master the art of selection and de-selection.

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19 De-selection and Selection Percent of Agents : Percentage of Business 32% produce 0% of the business 28% produce 1-5% of the business 16% produce 6-10% of the business 12% produce 11-25% of the business 8% produce 26-50% of the business 4% produce 51%+ of the business

20 You must get more from less!!!!

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24 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:

25 #1 job is to move all resources from the left to the right. Time Energy Focus Effort Investment FLAT LINE NON_SCALEABLE HARD DEAD $ ZONE KILL ZONE OPTIMIZED

26 There is nothing so useless as doing efficiently, that which should not be done at all. Peter Drucker

27 For every 100 great opportunities that are brought to me, I say No 99 times. Warren Buffet

28 Agents

29 Sales Skills

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31 Database

32 40%/.2% 52%/.8% 64%/4% 80%/20%

33 Say Yes to: 1. Lead Extraction 2. Cost of Lost Leads 3. Weekly Lead Generation Activity and Borrower Conversations and Conversion

34 Lead Extraction Subsets(4X): Borrowers w/o lender connection Borrowers who know a lender Borrowers who are approved with a lender

35 Watch: Approved Borrowers:Ten Lenderless Borrowers:Ten Know Lender:Ten

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37 My gift to you.. If you would like a copy of today s deck, simply text the word smtour to 38470

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40 The 2 nd of 3 Powerful Ideas: You must create a significant pain-point to get an agents attention.

41 It s called.. The Cost of Lost Leads BTW this strategy will produce income gains of 250K-1M in a year or less!

42 Question #1: How many transactions did you close last year?

43 Question #2: How many people did you have to talk with to close that volume?

44 Question #3: Do you think any of those people that didn t use you, used another agent?

45 Question #4: What percent of those do you think might have used you that did not?

46 Question #5: How much do you make per transaction?

47 Question #6: Would you like to discuss a strategy on how to earn that and more each year?

48 Agent Calls, 4 Weekly Questions

49 The 3 rd of 3 Powerful Ideas: Change the words you use to increase attraction to you and to create action with your prospect.

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51 Advance trust and influence with pattern interrupts, embedded commands and power phrases!

52 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?

53 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?

54 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?

55 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?

56 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.

57 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?

58 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.

59 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, cashflow and tax objectives.

60 Borrower Conversation Game Changers: Own the transition..but before we talk about that

61 Borrower Conversation Game Changers: Rate Rule#1: Never quote rate until you have established value otherwise rate will be too high

62 Borrower Conversation Game Changers: Rate Rule#2: Never lower your rate or fees; always increase the value of your offering.

63 Borrower Conversation Game Changers: 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?

64 Borrower Conversation Game Changers: 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?

65 Borrower Conversation Game Changers: 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.

66 Borrower Conversation Game Changers: 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!

67 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)

68 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

69 Power Phrase #1: That s not acceptable

70 Power Phrase #2: I think I m really good at this.

71 Power Phrase #3: There is nothing I m not prepared to do.

72 The 4 Magic Weekly Questions

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76 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?

77 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?

78 Question #3: What are your open house plans for the next 2-4 weeks that I can help you create a success strategy for?

79 Question #4: What Buyers have you closed in the last 30 days for whom you have not hosted a house warming party?

80 ewarmingparty

81 With Todd Duncan Follow

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