Mortgage Planner Marketing Scripts by Brad Roche

BEFORE, DURING AND AFTER TACTICS

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PROFESSIONAL LEAD TRACKING MONTHLY PARTNER REPORT

LEAD TRACKING CODE DEFINITION CCR............................. Current Client Referral PCR.............................. Past Client Referral PC................................ Past Client AR................................ Annual Review PF................................ Personal Friend RLT............................... Realtor BLD.............................. Builder BUS.............................. Business AD................................ Advertising

STATS

Total Leads Lead to Application Total Applications

You Sample _______ 50 _______ 45% _______ 22.5

AMATEUR >>> PROFESSIONAL Mortgage Planner

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THEME DAYS MONDAY

Current Referral Partner Calls

TUESDAY

Current Clients in Process Focus

WEDNESDAY Annual Reviews

THURSDAY

New Partner Calls

FRIDAY

Preapproval Check In Lead Tracker Follow Ups

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Notes ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________ ________________________________________________________________________________________

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BEFORE ACTIVITY ACCOUNTABILITY TRACKER Name:__________________________________________Date:_______________________ FACE TO FACE

THANK YOU NOTES

FOLLOW UPS

1 ___________________________

_________________________

_____________________________________

2 ___________________________

_________________________

_____________________________________

3 ___________________________

_________________________

_____________________________________

4 ___________________________

_________________________

_____________________________________

5 ___________________________

_________________________

_____________________________________

6 ___________________________

_________________________

_____________________________________

7 ___________________________

_________________________

_____________________________________

8 ___________________________

_________________________

_____________________________________

9 ___________________________

_________________________

_____________________________________

10 __________________________

_________________________

_____________________________________

DURING OPPORTUNITY

CALL LOG 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16

RESULTS

CLIENT REFERRAL

________ /

________

ALL ABOUT YOU

________ /

________

LISTING AGENTS

________ /

________

ANNUAL REVIEWS

________ /

________

69 70 71 72 73 74 75 76 77 78 79 80 81

TOTAL

________ /

________

82 83 84 85 86 87 88 89 90 91 92 93 94

17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68

95 96 97 98 99 100

DAILY CALL LOG LEGEND / = CALL OR MESSAGE WEEKLY GOAL: LEAD 20 RESULTS: LEAD_______

APPS 5

APPS_______

FACE TO FACE 10 FACE TO FACE_____

= TALK TOO THANK YOU CARDS 10 THANK YOU CARDS_____

TALK/ MESSAGES 50 TALK/ MESSAGES_____

BEFORE Outstanding

Monday Partner Calls

The purpose of the partner calls is to fully service our partners weekly, biweekly or monthly. For Realtor calls focus on getting as many flyers in listing as possible, ask the next week you call for any sign in sheets you can call and mail discount coupons too. Biweekly you will call finacial planners and builders to see if they have any clients that need a quote or phone call for anylisis. Monthly are calls to business people in misc fields unrelated to our industry. Next make sure you are always asking the team

OUTSTANDING MONDAY PARTNER CALLS Next make sure you are always asking the team for refferals that we can give back! We must refer strong and always be looking!

Steps Service call… Stepstoto Service call… Step 11 HiHithis this is ____ from Brad Roches it's team, time for callService call Step is ________________ from Bradteam, Roche’s it’syour timeMonday for yourService Monday Step 22 IsIs there anythingI can I cando dofor for youtoday? today? (Finance (Finance Flyers, Flyers,Sign Signininsheets sheetsfrom fromopen open houses) houses) Step there anything you Step 33 Ask Askif if they haverun raninto intoanyone anyone we we can since lastlast week Step they have cancall callthat thatneed needfinancing financing since week *Be sure to forfor with all all flyers andand discount coupons *Be tosend sendsign signininsheets sheets with flyers discount coupons

Realtor/Partner

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 1 2 3 4 5 1 2 3

WEEKLY

BI-WEEKLY

MONTHLY

Total Called:

Connect or Message

# of Homes for Finance flyers

REALTORS CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM FINANCIAL ADVISORS CONNECT LM CONNECT LM CONNECT LM CONNECT LM CONNECT LM OTHER CONNECT LM CONNECT LM CONNECT LM Totals

Signature of Loan Partner _______________________________ By signing below I have undoubtedly updated all realtors to the fullest and Wowed them with my service so they will refer me.

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I have also made updates to ACT so we stay accurate and complete.

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THIS FORM IS DUE TO GEN@MPOAC.COM THURSDAY AT 4PM OR YOU WILL BE FINED $100.

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PRESENTATION MEDIA

CONCIERGE SER VICES

Masters of our Craft

PASSPORT to the CAROLINAS

M O R T G A G E L E N D I N G AT I T S F I N E S T.

Best Selling Author ANE WITHIN HARNES S THE HURRIC the best at what you do and the This book takes you through becoming 50 and Brad Roche through a combined lessons learned by Robert J. Roche developments. and mortgages estate, years of real

New to the area or a native, you will enjoy all Passport To The Carolinas provides. We have

for our clients! We partner with many local businesses to provide exclusive saving and an experience for our clients before, during and after closing that is like no other lender. It delivers

LIVE RATE UPDATES

MOBILE APP

ON TIME CLOSING

ANNUAL REVIEW

Tuesday Updates

Sent when loan is approved as congratulations approval surprise

COURTESY LAWN CARE

BRAD ROCHE

FREE PIZZA NIGHT Sundays 10am

W E E K LY MORTGAGE PLANNER Hosted by Brad Roche airs weekly

TUESDAY UPDATE

CAR OLIN AS

Each week our Loan Concierg e provides a weekly status update to our clients and all Keeping everyone on the involved in the transaction. same page each week until closing. Additional updates the process however we like are provided at other times to make sure all the bases during are covered on a regular weekly expectation.

POPCORN SURPRISE

Ordered for the day of closing with door hanger â&#x20AC;&#x153;welcome homeâ&#x20AC;?

Hosted by Brad Roche airs weekly

friends and family members to visit you new home in style, to our sporting event ticket pack after closing, courtesy lawn care when you move in, as well as coupons and more for savings on dining out, entertainment and services for the home!

In the News

THE PLAN

RT PAS SPO THE

World Class in a new way! From exclusive Private Chef parties that offers up to 15 of your

MORTG AGE STORM industries top producers and This book was created with the mortgage many to produce chapters on the market leaders. Brad worked with , home buyers, investors and more. mortgage business for loan originators in the lending world. They share how to master your craft

CONCIERGE SERVICE

APPROVAL SURPRISE

compiled the hottest spots in the area to visit with helpful links and savings all in one Passport

TO CHARLO TTE REAL ESTATE THE ESSENT IAL GUIDE producing Realtors with Brad Roche, This book features many of the top It includes tips on purchasing, Charlotte Leader in Home Lending. investing and the market as a whole.

On the Radio

The Mortgage Planner is unlike most lenders in the industry as we provide a Full Time our clients and partners through Loan Concierge assigned the process of purchasing to assist or refinancing, this is in addition loan originator assignments. to traditional processing and

Sundays 11am

A couple days after closing, pizza is delivered to our new home owner

Mobile App

CHEF PARTY

Download our smart phone app for live market conditions, interest rates, and payment calculations for multiple programs. Save payments according to addresses viewed and use the built in scanner to send documents during the process and more!

For a selected few clients each month we host a private chef party

TICKET PACK 2 free tickets after closing sent as thank you enjoy a night out

Moving Concierge

All clients also receive Concierg

e services to assist with utilities,

Travel Planner Savings

We assist with Flight, Hotel,

MEMORY CUTTING BOARD Sent to client after closing or in many cases at closing

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cable, phone, trash and other

Car Rental, Limo Services

, Relocation Arrangements

Trailing Spouse Employme nt Program

moving set up needs.

| Family | Friends

Due to many of our Passport to Carolinas Business Partner relationships and our on going Human Resource relations effort to maximize our hips with employers of existing clients we have many ways our partners, please let us to promote our clients resume know if we can be of assistanc to e in this area.

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DURING TUESDAY STATUS CALL STEPS “The Conversation” STEP ONE

HOW ARE YOU FEELING TODAY? Build Rapport

STEP TWO

SHORT UPDATE (20 SEC.)

Everything looks like it is going through smoothly. Have you been in touch with processing? If not, transfer the call to the processing team.

STEP THREE

IS THERE ANYTHING I CAN DO FOR YOU TODAY?

Fill the need! Don’t go to another call until you take care of their requests to wow them.

STEP FOUR

ASK FOR A REFERRAL! BE SPECIFIC AND DIRECT!

Who do you know who is most likely to purchase a home next? ;

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DURING TUESDAY CCR CALL FORMAT (Different ways to ask each week) Week 1

“As Brad mentioned at application, we would love any referrals from you….have you run into any one since application?”

Week 2

“This week we are having a contest!! You know we only do update calls and service our existing clients on Tuesday right? Well, the person with the most referrals today gets Friday off!! Can you think of anyone at work or church that might be interested?

Week 3

“I hate to keep asking but Brad and our team really likes working with you! We want to make sure we work with everyone you know! Anyone come to mind this week?”

Week 4

“We’re getting ready to prepare your closing numbers soon, I wanted to check one last time to see if there is anyone else that you may know who needs to purchase or refinance? I would much rather give you a credit to cost, than spend it on marketing.

Key points

Remember, if they don’t have someone to refer it’s ok, ASK how you can help them let more people (at work, church, bowling, etc.) know about us and how we have been taking care of you? Handwritten thank you notes must go out daily for each referral!!

Good Luck!! 2 CCR’s PER WEEK!!

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DURING ITâ&#x20AC;&#x2122;S ALL ABOUT YOU 1. First & Last Name

________________________________________________________________________________________ 2. Best contact phone number & email address

________________________________________________________________________________________ 3. What is your favorite restaurant?

________________________________________________________________________________________ 4. Do you have an Insurance Agent that you would like us to forward preliminary documents to for home insurance? By answering no, we will have our Premier Partner issue a quote for your review.

o Yes

o No

5. Current Insurance Agent and contact information

________________________________________________________________________________________ 6. Do you have a Certified Public Accountant (CPA) to assist with home ownership tax deductions and advantages? By answering no, we will have our Premier Partner contact you for advantages and cost for closing on tax filings.

o Yes

o No

7. Current CPA and contact information

________________________________________________________________________________________ 8. Do you have a Financial Planner in place so that we may send preliminary documents to? By answering no, we will have our Premier Partners contact you a no cost consultation.

o Yes

o No

9. Current Financial Planner and contact information

________________________________________________________________________________________

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DURING ITâ&#x20AC;&#x2122;S ALL ABOUT YOU 10. Do you currently have a Will or Trust in place so that we may send preliminary documents to be added? By answering no, we will contact our Premier Partners for a no cost consultation.

o Yes

o No

11. Current Trust Attorney and contact information

________________________________________________________________________________________ 12. Are you interested in a Home Warranty (purchase or refinance acceptable)?

o Yes

o No

13. Do you have any Death/Disability Insurance to cover the home Mortgage amount? By answering no, we will have our Premier Partner contact you for direction.

o Yes

o No

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DURING PROMO PACKET

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DURING

SURVEY ACTIONS 1. Thank you call. Ask for referral. 2. Send copy to both Realtors, close for meeting 3. Post in social media 4. Include some in promo packets

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AFTER

AFTER SERIES 1 Law Office-Surprise (champagne, moving labels) 2 Listing Agent Meeting 3 Employer Promo Packet 4 Realtor Intro’s to All About You Contacts 5 After Wow (Courtesy lawn cut, pizza delivery, movie pass) 6 Chef Party At New Home with Realtor 7 Email Drip Campaign 8 Payment Coupon Reminder Call (Ask for referral) 9 Mail 4X’s per year 1. Postcard 2. Letter

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AFTER ANNUAL REVIEW CHECKLIST

Client: ______________________________

Date: __________________________

“Hello-This is ________________________ from the Brad Roche team at Element Funding-we helped you with your home financing a year ago?” “Brad wanted me to call and make sure you received his email about your Annual Review being due. We like to do a quick check up on the loan as well as amortization schedule. Would you be able to send me your most recent mortgage statement in the next day or two, aa courtesy forfor our past clients? two?this Thisis is courtesy our past clients. Couple quickquestions questionsas aswell wellso sowhen when he he gets gets the the statement statement we A few quick we can canprepare preparethe theanalysis. analysis. TIME AT RESIDENCE How long do you plan to stay in the current property and/or hold the mortgage? _________________ years CREDIT CARD DEBT Do you have any credit card debt that you would like to review options of rolling it into your mortgage or obtain a home equity line of credit in order to save monthly cash flow, or review the tax benefits of doing so? yes/ no

$_______________________________

HOME IMPROVEMENTS Are you planning any home improvements in the next 12 months? yes/ no

$_______________________________

EDUCATION/ COLLEGE/ UPCOMING LARGE EXPENSES Do you have kids that will be going off to college soon? Any plans for a major purchase? yes/ no

$_______________________________Plans Plansto toMove… Move? _____________

Copyright 2017 All Rights Reserved | Brad Roche, NMLS ID#135191. | Element Funding | www.nmlsconsumeraccess.org North Carolina - Mooresville - Commissioner of Banks, Mortgage Lender License, L-112833-194 South Carolina - Mooresville NC Branch - Dept. of Consumer Affairs, MLB-1298133 OTN #1, Board of Financial Institutions

AFTER

ADDITIONAL SERVICES NEEDED AT DISCOUNTED RATES?

m m m

PAINTING REMODELING MOVING

m m m

CLEANING LAWN CARE REALTOR

m m m

FINANCIAL PLANNER CPA ATTORNEY

BUSINESS PARTNER REFERRALS FROM CLIENT: 1. __________________________________ PH _____________________ 2. __________________________________ PH _____________________ NOTE: If they say that, they already already have have someone someonethat thatprovides providesany anyof of these these services services that that you you mention, mention, ask ask them them to to rate rate that they that company/ provider. IfIf the the rating rating is is 77,ororabove above(out (outofofaapossible possible10) 10)get getthe thename nameand andnumber numberofofthe thecompany. company/ Thefor goal is to form triangle trustrecommedation from client recommedation. Then call and schedule meeting with that call a triangle of atrust from of client to call and schedule meeting to review our platform andcompany be able reviewour ourother platform and be able to assist our other clients. to assist clients.

GROW THE PROGRAM Client, if you can please forward me the most recent mortgage statement I will request the Annual Review and Client, if you can please forward me the most recent mortgage statement, I will request the Annual Review and proprovide that with the details on the questioner we reviewed. vide that with the details on the questionnaire we reviewed. (client (client will will typically typically reply reply “thank “thank you”) you”) Your welcome! toto letlet you know asas well that wewe do do offer thisthis service for our clients but also openopen it upittoup allow You’re welcome!I did I didwant want you know well that offer service for our clients but also to alyou to sponsor up toup 2 family or friends that we will dowill at no well…most lenderslenders don’t offer service…which low you to sponsor to 2 family or friends that we do cost at noas cost as well…most don’tthis offer this service… two friends or family would you likeyou to sponsor? For 2 sponsorships, we do open upopen our ticket pack to you which two friends or members family members would like to sponsor? For 2 sponsorships, we do up our ticket pack or are youare interested in goingintogoing a localtosporting event, I can get Iyou ondetails that ason well. to friendsyou or friendsyou interested a local sporting event, canthe getdetails you the that as well.

**Send follow up email on mortgage statement and schedule reminder in 3 days if not received. Scan this completed sheet into database records. Copyright 2017 All Rights Reserved | Brad Roche, NMLS ID#135191. | Element Funding | www.nmlsconsumeraccess.org North Carolina - Mooresville - Commissioner of Banks, Mortgage Lender License, L-112833-194 South Carolina - Mooresville NC Branch - Dept. of Consumer Affairs, MLB-1298133 OTN #1, Board of Financial Institutions

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BEFORE, DURING AND AFTER TACTICS

Mortgage Planner

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