Mortgage Marketing Animals Issue 2

HARPOON SCRIPT: FORMALLY THE STICKY NOTE SCRIPT SCRIPTS WITH SCOTT The following script is for a closed deal in the last two years with qualified real estate agents who were on either the buying side or the listing side of a purchase transaction.

Live:

Buying agent: “Hi , this is at . How are you doing today?” (Pause for them to answer.) “You may or may not remember, but you and I worked together on the file.” (Pause for them to remember.) “Well during a conversation the other day, your name came up! So I thought I would give you a call to see if I could treat you to a cup of coffee to catch up a little. Are you available ?” Listing agent: “Hi , this is at . How are you doing today?” (Pause for them to answer.) “You may or may not remember, but you and I worked together on your listing that sold at .” (Pause for them to remember. ) “Well, during a conversation the other day, your name came up! So I thought I would give you a call to see if I could treat you to a cup of coffee to catch up a little. Are you available ?”

If yes, schedule appointment. If no, refer to Thor’s Hammer Scripts for Rebuttals and Answers. “Hi , this is calling from . I am calling you because I was cleaning out some files and came across a note on the file. It said, ‘Follow up with , seems really cool.’ So I thought I would give you a call to see if I could treat you to a cup of coffee this week. Let me know what day would be best for you. Please call me with a day and time at . I look forward to meeting you.”

Voicemail:

Follow-up text to agent’s phone: “Just left a message on your voicemail. Let me know what time is best for you.”

Many people struggle with managing stress, and this lack of control can become a big factor of any business or career. How you handle stress will affect both your business and your physical health. In my business, American Mortgage Solutions, I close about 22–23 loans a month, and we’re aiming to hit 35–40 here soon. Now, you might be thinking that it seems like a stressful situation, but it isn’t. I want to take this time to share with you a few strategies that I put in place to keep me stress-free throughout the day. The biggest struggle I’ve had to overcome is finding a good team. It took me many years to get where I am now. The Freedom Club has made a massive difference for me in the past three years, helping me get to where I need to be today. The most significant thing I’ve learned is that you need to empower your team. You have to let your business run on its own, and then you have to let it break so you can fix it. I’ve been through the difficulty of hiring and firing. Some people were here two, three, four, or even nine months before I had to let them go because it wasn’t working out. BRADY WEBB EXPLAINS HOW TO STAY STRESS-FREE ENERGIZING YOUR MACHINE

Brady Webb is a member of our Freedom Club. He began his career in the lending industry with Wells Fargo in 1987. Being self- employed was always his dream, so in 1998, Brady founded American Mortgage Solutions. His mission has

always been to set a high standard in the mortgage industry by committing to quality customer service, honesty, and integrity. Brady loves educating, teaching, and coaching others. He consistently gives back by sharing what he has learned over his career to help his friends, clients, referral partners, and peers. Brady believes that living a balanced life between family, work, and friendships, is what’s important. When not occupied with running the business, Brady enjoys working out, hanging out on his boat, traveling, and spending time with the friends he has made coast to coast.

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