"Hey there, it's great to meet you. I'm [Your Name], a senior LOA here at Coastal Pacific Lending. How can I help you today?"
Your entire pitch revolves around the answer to this question. Write it down. From this, you should know the loan type.
Note the client’s reason for seeking a mortgage to tailor the best loan options.
"I can definitely help you with that today. In order for me to provide you with specific details, if you don’t mind, I just need to ask you a few questions so I can determine the best options for you:"
"What’s your address so I can pull up the property we are discussing here on my end?"
This is where you want to take your time to compliment their house
and ask open ended questions
• "Oh wow, your backyard looks beautiful! Did you buy it like this, or did you do that yourself?"
• "This looks like a great neighborhood. How are your neighbors?"
• "I love all the natural light in here! Was that something you were looking for when choosing this home?"
• "Have you done any home improvements since you moved in?"
• "What drew you to this home when you first found it?"
• "What’s your favorite feature of the house that makes it feel like home?"
• "What do you love most about your neighborhood?"
This is where you want to take your time to compliment their house and ask open-ended questions such as:
"On my system here, it says your home is worth [$-----k]. I know these estimates are not always accurate; does that sound right to you?"
"What do you currently owe on your home?"
"How’s your current credit rating? what would you estimate your score to be?"
"What do you do for work? Are you W2 employed or self-employed?"
"This is all great. I definitely think we have some great options for you. Now, in order for me to get you an accurate quote due to compliance requirements, we need to run a quick soft pull on your credit. Just so you know, this does not leave any marks on your credit; it’s just a soft pull. I’m sure you’ve done this before with your insurance company or a job. I will also need you to answer a few challenge questions to verify your identity."
"Perfect, everything checks out on my end. Let's get into those options."
From here, we’re going to run a soft pull, open up the benefit calculator based on their scenarios, and pitch payment/consolidation, etc.