If I had boom by ENVISION

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1 1 If I had boom by ENVISION I WOULD Prospect to: By targeting the right people and knowing what to say to them, BOOM! by ENVISION can help you convert leads into loans. This handy guide will show you how to locate these new customers and offers you specific examples that will help you perfect your sales techniques. Best Leads You work hard to forge relationships with referral sources. Past customers, friends and business partners (Realtors, Builders, Financial Planners, Attorneys, etc.) can be the backbone of a successful career. When your best referral sources send potential clients your way, it is critical to impress the customer while keeping the referral source in the loop. During the initial phone conversation, make sure you obtain the client s contact info and ask several questions about the client s needs and wants. Create a presentation based upon the needs uncovered during that initial call and send a website with specific movie selections addressing their concerns. Be sure to cc the referral source when sending the presentation to the client. Not only do you want to keep the referral source in the loop, you want to impress them with how well you take care of their referral. Next-Best Leads Internet generated leads and call-ins are also a perfect opportunity to use BOOM! by ENVISION. These leads have historically provided a relatively low close rate because of the competition and lack of a personal connection. It is imperative for the LO to create immediate differentiation. BOOM! by ENVISION allows you to very quickly deliver a personalized website that includes your picture, logo and valuable information about the process. The initial presentation does not need to include the loan comparison sheet. It may be an advantage to hold the loan comparison back so the client is not focusing solely on that aspect of their decision. The loan comparison sheet can be added once you know more about their specific mortgage needs, and the presentation can be re-sent, with the loan comparison sheet, as the cycle progresses. Referral Sources Referral sources are the lifeblood of a successful career in the mortgage origination business. Business partners who can deliver sustained, quality referrals

2 2 are hard to come by. Your competition is relentlessly soliciting these same people. It can be challenging to differentiating yourself in the eyes of a Realtor/Builder/Financial Planner. It is critical that you convey a value proposition that they are not currently receiving from other LO s. BOOM! by ENVISION can be used in two ways to approach these referral sources: 1) Create a presentation as if they were the borrower and let them know that any referral sent to you would receive this type of customized, educational website. This can be done immediately to any and all Realtors/Builders/Financial Planners, Attorneys, etc. you choose to target. Let them know you will cc them on all presentations made to their clients because you want to keep them in the loop throughout the process. 2) BOOM! by ENVISION can also be used to generate a copy of the CitiMortgage ecard, a marketing tool that can help generate more business for your referral partners. Anything you can do to make them look better and/or help them win more business will help separate you from the competition. Prospect to: Past clients Keeping your name in front of prospective borrowers is essential in capturing their business when the time is right. BOOM! by ENVISION can be a perfect piece in an ongoing strategy to make sure you are periodically sending those people something of value. The presentation does not need to include the loan comparison sheet, but instead could just include a few movies that may be of interest, which could be added to and resent on a monthly basis. Past Clients as New Refi Customers Past purchase clients can be an excellent source of new refi business. Depending on prevailing market rates there can be large numbers of clients that would be well served to refinance. Today many clients are in ARM products that may be about to expire, and could be good candidates to consider a fixed rate mortgage. Others may be in a position where they would like to consider a cash-out refinance for an addition to their home or to cover another large expense. You can market to these prospects by using BOOM! by ENVISION s refinance loan comparison spreadsheet and by selecting movies pertinent to that decision. If you have a database of client s contact info in another program, you can import their records into BOOM! by ENVISION to begin creating presentations. Entire Sphere The people closest to you can be excellent sources of leads. It is important to make sure they know you are in the business and that you offer superior service and technology over any other mortgage professional. BOOM! by ENVISION can be used to send a sample presentation website to all friends, family members and personal contacts that you feel could generate a referral lead. Create the sample presentation explaining that, if they are interested, you could send a custom presentation for any of them or the people in their sphere s needs in a matter of moments. Referral Sources See Referral Sources above. Recruiting Broker owners have a vested interest in recruiting the highest quality loan officers. BOOM! by ENVISION demonstrates to candidates that your company provides superior selling tools to uniquely help them make more money. This is not a tool that is available to the entire marketplace. It can serve as an immediate value-add to your business if it helps bring you more top-producing LO s. If you come to work at my company I can provide a unique tool that will help you convert more leads into loans

3 3 BOOM! by ENVISION Script to Increase your Capture Rate Note: It may be a good idea to do a two-step BOOM! by ENVISION presentation when you are not guaranteed to win the business. From a sales perspective, you are getting a second level of communication with a client you may never have met before. Included below is a sample dialogue script, along with tips to help you take BOOM! by ENVISION to the next level. When the lead comes in you must call the customer first. DO NOT send a BOOM! by ENVISION presentation website prior to talking to the customer. You must get a feel for the customer s specific needs before you present your offering. Example: Our Loan Officer (LO) is Doug Smith. Our potential clients are Bob and Mary Winkler. Bob went online, filled out some information and is now waiting to hear from three or four LO s. First, send BOOM! by ENVISION as an educational website to help the customer determine what loan product is best for them. It is important that you look like a consultant by providing content/movies to increase the customer s knowledge to help them make the best decision. Once you have agreed on the client s products of interest, send a second BOOM! by ENVISION presentation with the addition of the loan comparison spreadsheet. Remember, the first BOOM! by ENVISION presentation should contain only movies and calculators in order to educate and impress. The second BOOM! by ENVISION presentation should include the addition of the specific loan comparison breakdown, rates and costs. Sample Dialogue: LO calls Bob Winkler. Hello, is Bob Winkler there? This is. My name is Doug Smith with ABC Mortgage. I m calling because I understand you re buying a new house and looking for a mortgage. Is this correct? Yes. Mr. Winkler, what specifically are you looking for? Well, right now I m just looking at getting a rate and costs on a 30-year fixed mortgage for a $300,000 home. I can definitely help you with that. It would, however, be unprofessional of me to quote you a rate and costs without knowing your situation or your needs. If it s alright with you, I d like to ask a few questions and put together a custom presentation for you. It ll actually be a custom website built around your situation and needs. Would that be okay? Sure. How long do you plan to stay in this home? I m not sure. Maybe five to ten years.

4 4 When we get off the phone I ll you a custom presentation that will include eight to ten brief movies about the mortgage process, including a few about other mortgage products that may benefit you more than the 30-year fixed. No. Note: disable any loan product movies from the mortgage section that do not apply to this customer s needs. Because you re buying a new home I ll also include some short videos to help you increase your buying power. Are you currently selling a home? Yes. Great! I ll also include a few movies that may increase the profit on the sale of your home. I d like to keep your Realtor in the loop. Do you have his/her address so I can send a copy of this presentation? Sure. It s. Note: Continue to ask questions that will help determine which BOOM! by ENVISION movies to include in the presentation. (i.e., Do you have young children? Do you work with a Financial Planner? If so, include the college education movie and the financial calculator. Are you building a new house? If so, add the new construction movies.) I ll also include a glossary of mortgage terms and a useful mortgage calculator. While you look over the presentation, I d like to run your credit, see what types of programs would best fit your needs, then re-send your presentation with three loan comparisons. How does that sound? That sounds great. Please check your right now. You should see a message from me with the link to your custom website inside. This is awesome! Please view the movies to give you an idea of what mortgage products would benefit you the most. I ll call you in about 15 minutes and re-send the website presentation with the loan comparison breakdowns. I look forward to serving your loan needs (be assumptive). Note: When you put the movies together and you click Next in BOOM! by ENVISION, do not fill out the loan comparison area yet. Click Preview Presentation and create the Website. After you get off the phone, run the client s credit, check PriceFirst in MOAI and go back into BOOM! by ENVISION. Click Edit Presentation and choose the customer s name. When you get

5 5 to the movie selection screen, click Next. Fill in the Loan Comparison screen based on the customer s information. Call the client and re-send the presentation (with the loan comparison). Sample Dialogue: Hi Mr. Winkler! How did you like your custom website? It s fantastic! I can t believe how much information is in here. Did you get a chance to watch the Fixed Rate Mortgage movie, Adjustable Rate Movie and the Interest Only movie? Yes, and I think the Interest Only loan might make more sense than I originally thought. Okay, can you click the refresh button in your web browser? You will now see your Loan Comparison breakdown. You ll notice that I gave you a 30-year fixed option in loan comparison number one, a 5/1 ARM in number two and a 10/1 Interest Only in number three. Looking at the three options, and the payments, which one of these do you feel best meets your needs? Actually, I like option number three. Terrific! When would you like me to set up your closing date? Be assumptive. If a customer comes back and says they are unsure, dig deeper by asking more questions (i.e., What are your concerns?, Is there something I missed based on your needs? ). You can increase your capture rate by using this system. Your CitiMortgage Account Executive can help you put together the right presentation. Good Luck! 2008 CitiMortgage, Inc. CitiMortgage, Inc. does business as Citicorp Mortgage in NM. CitiMortgage, Inc. is an equal housing lender; citimortgage is a registered service mark of Citigroup Inc. BOOM! by ENVISION is a trademark of ENVISION Real Estate Software, Inc. and is used with permission. Patent Pending. ENVISION Real Estate Software, Inc. is a wholly owned subsidiary of CitiMortgage, Inc.