Phone Scripts. - Phone Scripts and Sample Letters

Transcription

1 Phone Scripts Financial Planner New Prospect Hello, (Name). This is Jane White with XYZ Mortgage. [Name, from where] referred me to you, and I realize you are one of the top financial planners in the area. I am calling because I believe we could help each other grow our client base through a mutual referral partnership. I ve recently added small-balance commercial loans to my product line, and the profile of many of your clients small business owners, professionals, first-time or seasoned investors is the same as the typical borrower profile for small commercial properties. I would like to discuss the opportunity for us to work together in providing maximum value to our clients. When would be a convenient time in the next week that we could meet for about 30 minutes so that I could introduce the program to you? Borrower Current Client for Purchase Hello, (Name). This is Jane White from XYZ Mortgage. I m calling today to tell you about a new and innovative product that I can offer you. Recently, my company introduced a new program designed for commercial property owners that is streamlined and similar to the residential process we used for your mortgage. If you ve ever tried to obtain financing for commercial or investment properties in the past, you may have been put-off by the extensive amount of documentation required by the lender. The program I now offer is designed for borrowers like you who could qualify for a commercial loan on personal financial strength in other words, it s borrower-focused, as opposed to property-focused. Plus, the program allows you to get into the commercial market with low down-payments and the documentation required is similar to your residential mortgage. Are you interested in learning more about investing in your own commercial property for example, a multifamily or perhaps office space? Great! We ll need to set an appointment to discuss the details. When is a good time for you in the next week that we could meet for about 30 minutes? Borrower Current Client for Refinance Hello, (Name). This is John Smith from ABC Mortgage. I am calling today to let you know about an exciting new product I am able to offer you. As your mortgage professional, I consider it my responsibility to help you with solutions to your financing needs, and this new product may help you access capital from the commercial property you own. Our small-balance commercial program is designed for entrepreneurial property owners like you built on speed and ease because, like a residential loan, it is borrower-focused rather than property-focused. The program required similar documentation to the residential loan we closed, and in addition to purchases, it allows for large cash-out transactions with competitive rates. Does this sound like an opportunity you d like to learn more about? Excellent! Let s set a time in the next week to get together and discuss the details. When is a good time for you? Realtor Current Partner Hello, (Name). This is Jane White from XYZ Mortgage. I ve enjoyed our mutual referral relationship over the years, and I hope you ll agree that it s been profitable for both of us. I m really excited to tell you about an exciting new loan product I m offering that I believe will help expand both of our businesses. Do you have a few minutes now? I ve recently broadened my product line to include small-balance commercial real estate mortgages. It s a unique program that is borrower-focused, and I know together we can attract and keep more customers by offering this option. Many of your clients small business owners, professionals, first-time or seasoned investors are the same as the typical borrowers for small commercial properties. I would like to discuss the opportunity for us to expand our partnership into this area, which has enormous potential. When would be a convenient time in the next week that we could meet for about 30 minutes so that I could introduce the program to you?

2 CPA New Prospect Hello, (Name). This is John Smith with ABC Mortgage. [Name, from where] referred me to you, and I realize you are one of the top accountants in the area. I am calling because I believe we could help each other grow our client base through a mutual referral partnership. I ve recently added small-balance commercial loans to my product line, and the profile of many of your clients small business owners, professionals, first-time or seasoned investors is the same as the typical borrower profile for small commercial properties. I would like to discuss the opportunity for us to work together in providing maximum value to our clients. When would be a convenient time in the next week that we could meet for about 30 minutes so that I could introduce the program to you?

3 LETTER TEMPLATE BORROWER (PRIOR CLIENT FOR PURCHASE OR REFI) [First Name Last Name] [Business Name] [Business Address] [City, State, Zip] RE: Small-Balance Commercial Mortgage Dear [Mr./Mrs. Last Name], As your mortgage professional, I am always looking for ways to assist my clients in meeting their financial objectives. We settled on your home back in [closing date]; today, I am writing to let you know about a new program that is being offered by my company specifically for the needs of the small-balance commercial property owner. If you ve had trouble obtaining financing in the past because of paperwork or lack of quality lenders, you re not alone. Our new program promises to change that. The program is based on your good credit and a residential approach to underwriting for commercial transactions. Some of the exciting benefits of our unique loan program include: Down-payments as low as 10% to optimize cash-flow Property types such as multifamily, mixed-use, office, retail, self storage, light industrial, bed & breakfast, warehouse and more No minimum Debt Service Coverage Ratio Flexible rate and term options Pre-approvals in 48 to 72 hours Closings in as little as 30 to 45 days Also, we make it possible for you to refinance to take cash out without liens on your residence, and/or to buy commercial property with little down. And best of all, the rates are competitive. This program offers you enormous potential as a small commercial property owner or investor. I would like to set up an appointment at your earliest convenience to discuss any possible financing options you may be interested in. I will plan to call you in the next week. Sincerely,

4 APPROACH LETTER TEMPLATE NEW REFERRAL (Financial advisor, CPA, other) [Referrer Name] [Address] [City]. [State] [Zip] Dear [Referrer Name], I m really excited to tell you about a new loan product that I believe will add tremendous value to my referral partners. My company is broadening its product line to include small-balance commercial real estate mortgages for loans from $100,000 to $1.5 million. I am looking for a few top professionals to service the qualified leads that I generate each month as a top mortgage professional in the area; [professional/social contact name] mentioned you as someone who would find value in a mutual referral relationship. This streamlined lending program is ideal for clients with personal financial strength who are looking to invest in commercial real estate, and/or small-business owners interested in purchasing or refinancing a property. Property types include: Multifamily, mixed-use, office, retail, self storage, light industrial, bed & breakfast, warehouse, mobile home park, and more. Some of the exciting benefits of our unique loan program include: Down-payments as low as 10% Residential-style underwriting No minimum Debt Service Coverage Ratio Flexible rate and term options Pre-approvals in 48 to 72 hours Closings in as little as 30 to 45 days We ve taken the difficult commercial lending process and made it easy, predictable and fast! As a top player in your industry, I know you re open to new ideas and ways to add value to the services you provide. Referring your clients to programs that make sense for them is an ideal way to do this. Mutual referral relationships are a powerful marketing tool, that will enable us to maximize the lifetime value of our mutual clients. By adding you to my referral network, and allowing me to cross-sell you to potential clients, we can create a long-term and profitable relationship. I will follow up with you in the next week to set up some time to discuss this program further and how it can open doors to new opportunities for both of us. Best regards, P

5 APPROACH LETTER TEMPLATE NEW REALTOR [Realtor Name] [Address] [City]. [State] [Zip] Dear [Realtor Name], I m really excited to tell you about a new loan product that I believe will add tremendous value to my [Realtor] partners. My company is broadening its product line to include small-balance commercial real estate mortgages for loans from $100,000 to $1.5 million. I am looking for a few top Realtors to service the qualified leads that I generate each month as a top mortgage professional in the area; [professional/social contact name] mentioned you as someone who would find value in a mutual referral relationship. Our unique loan program requires as little as 10% down and focuses more on the financial strength of the borrower rather than solely on the property cash flow. We ve taken a lot of the guesswork out of the commercial mortgage process. In the past, commercial mortgages were costly and difficult for your clients to obtain due to their lengthy, paperwork-intensive process. [My company s] new loan product is changing all of that. Our commercial mortgages work similarly to residential ones, resulting in a fast and easy process with a variety of affordable loan options for your clients. Investors or small-business owners interested in purchasing or refinancing a property Property types including: multifamily, mixed-use, office, retail, self storage, light industrial, bed & breakfast, warehouse and more Borrowers with good credit and personal financial strength We ve taken the traditionally difficult commercial lending process and made it easy, predictable and fast! Best of all, this program offers competitive rates with pre-approvals in 48 to 72 hours and closings in as little as 30 to 45 days. I hope that you ll keep me in mind when your clients are working with you on commercial property needs. As always, I will be sure to provide them with the highest level of service that a mortgage professional can offer. I will follow up with you in the next week to set up some time to discuss this program further and how it can open doors to new opportunities for both of us. Best regards,