LoanToolbox ACTion! Marketing System Schedule

Transcription

1 LoanToolbox ACTion! Marketing System Schedule Pre Qualification During the Pre-Qualification Meeting: 1.) Have the prospect fill out the Client Profile Survey Form. 2.) Have the prospect fill out the New Home Profile. 3.) Review the Lowest Bottom-Line Cost Guarantee with the prospect. 4.) If the client qualifies, issue them the PQ Certificate. 5.) If the client DOES NOT qualify, issue them a Don t give up! form, reassure them of your commitment to assist them once their credit/issues are worked out, and schedule a set date to follow up with them in the future. Immediately Following the Pre-Qualification Appt: 1.) If the client qualifies, and they are NOT working with a Realtor already, fill-in the Another PQ Buyer form and fax it to the Referred Realtor. 2.) Fax the New Home Profile to either the Referred Realtor OR to the Realtor that the client is working with already. During the Application Appointment: 1.) Review the Client Welcome with the conditionally approved borrower. 2.) Review the Lowest Bottom-Line Cost Guarantee with the borrower. 3.) IF the client DOES NOT qualify, issue them a Don t give up! form, reassure them of your commitment to assist them once their credit/issues are worked out, and schedule a set date to follow up with them in the future. Immediately Following the Application Appt (When the borrower is approved): 1.) Place a Must Close By: sticker on the outside of the Loan File. 2.) Place a Top Sheet Communication Log inside the Loan file. 3.) Send out the Agent Thank You Postcard and the Congratulations Fax to both the Listing and then Selling Agent. Page 1 of 6

2 4.) Without delay, send out the Conditional Commitment, Good Faith Estimate, and Application Needs List to the and the Listing/Selling in a big envelope with your photo and logo on the front of it. 5.) Send out the Agent Welcome and enclose an agent meal ticket for a sit-down breakfast or lunch to review the terms of the agreement. Send to Listing and Selling. 6.) Send out a Weekly Status Gram to both the Listing and the Selling letting them know what the status of this loan is. Send this once a week, ALWAYS on the same day, so the Realtors are impressed by your timeliness. 7.) Send out the Seller Congratulations IMMEDIATELY following receipt of the Seller s information. Send it along with a $100 Off Closing Cost Coupon. DON T wait for the seller to respond. Follow-up soon after with a phone call to the seller. Upon full loan approval via manual underwriting: 1.) Fax out Another Approval OR Another Speedy Approval form to the Listing and Selling. 2.) Send out the Bird Dog and enclose 5 Referral Cards. 3.) Send out a Fruit Basket to the and Co- at their workplaces. 4.) Follow-up with a phone call to the and Co- asking them for a referral. Use Script. On Closing Day: 1.) Have the and Co- fill out the Customer Survey AT CLOSING. Do not wait until a week after closing to send this. 2.) Have the fill out the Agent Survey form, if they are present at closing. If not, then mail agents a survey form. : 1.) If you have a happy borrower, send out the Listing and Selling Agent Brag s. Enclose a copy of the happy customer survey. 2.) If you have an unhappy borrower, WITHOUT DELAY, send out the unhappy survey response letter. 3.) If you have a happy agent, send a copy of the survey along with the Sales Manager Brag to each Sales Manager to brag about your service. Page 2 of 6

3 4.) If you have a happy customer, send out the HR Manager Brag, Bulletin Board Flyer, and five $500 Certificates in a big envelope with your photo and logo on it to the HR manager. Just Listed Campaign: The Just Listed campaign is a great way to drum up new business using a consumerdirect method that targets move-up buyers. There are 5 letters and 5 phone scripts that are meant to be sent over a period of 5-10 weeks depending on how quickly the homes sell in your market. Client Profile Survey Folder Gathers Important data about the client and their needs that you can then enter into ACT. This form DOES NOT go home with the borrower. It is an internal document. Use the information the client provides to you here, as a guide, to lead them into using one of your preferred Realtor Partners as their agent. New Home Profile Form Folder Gathers info about the type of home and neighborhood the desires. If you refer this borrower to one of your Realtor partners, send this form along with the "Another PQ Buyer Form". If the borrower is already working with an agent, have them take this form to the agent. Lowest Cost Guarantee & Co- Folder / Co- Folder Informs the borrower that you will guarantee them the lowest closing cost among your competitors. Stops them from price shopping altogether. Don't Give Up Declined Folder If the borrower DOES NOT qualify, issue them a Don t give up! form, reassure them of your commitment to assist them once their credit/issues are worked out, and schedule a set date to follow up with them in the future. PQ Certificate Pre-Approved Folder A written certificate given to the approved borrower as proof they have been pre-qualified for a residential loan for $xxxxx. Page 3 of 6

4 Immediately Following PQ Following PQ Another PQ Buyer Form Referred Realtor Agent Listing Agent Folder / Selling Agent Folder If the client qualifies, and they are NOT working with a Realtor already, fill-in the Another PQ Buyer form and fax it to the Referred Realtor Application Appointment During Application Client Welcome & Co- Folder / Co- Folder Go over this letter with the at the application appt immediately after they are approved to let them exactly what they should and should not do during the loan process Post-Approval / Loan-in- Top Sheet Comm Log Place in Loan File Place as top sheet in the stacking order of each loan file. Use as a written communication log, so that you, your processor and anyone else involved with the loan will all be on the same page. Must Close By: Loan File Folder Stick or tape a copy of this to the front of each loan file to denote to your processor the priority of each loan in process based on date. Fruit Basket Approved Buy from local vendor Send to the to congratulate them on their loan approval. Enclose five referral cards along with the basket Bird Dog Approved Folder / Co- Folder Send to the and Co- immediately following delivery of the fruit basket. This letter actively asks them for referrals while congratulating them on their loan approval Agent Thank You Postcard Listing Agent & Selling Agent Folders Send to immediately following loan approval Congratulations! Fax Listing Agent & Selling Agent Folders Fax to both agents to congratulate them on their sale / successful transaction. It notifies them that the GFE, Conditional Comm and App Needs List are on their way. Page 4 of 6

5 Good Faith Estimate, Conditional Commitment, and App Needs List Agent Welcome Listing Agent & Selling Agent Folders Send all three documents in a single folder, preferably a 9x11 folder with your photo and logo on the front. Send to the LA and SA to invite them to share a meal with you to discuss terms of agreement. Enclose a meal ticket in the same envelope. Agent Meal Ticket Send in envelope with Agent Welcome Seller Congratulations Seller Seller Folder Send to seller to congratulate them on the sale of their home and apply for the position as their mortgage lender on their next home purchase. $100 Discount Coupon Seller Send along with the Seller Congratulations Weekly Status Gram Send on a weekly basis to the Listing and Selling Agent to notify them of the status of their buyer's loans in process. Closing Day Closing Day Customer Survey Agent Survey Form & Co- Closing Day Folder Agent Folders Have the borrower fill out the survey, without fail, AT the loan closing Always survey both agents when the loan transaction is complete. Unhappy Survey Unhappy Folder Send to unhappy borrowers without delay upon receipt of a negative survey Customer Survey Brag Agent Folders Send to both agents along with a copy of the positive survey to brag about your "exceptional service" Sales Manager Survey Brag LA & SA Sales Sales Manager Folder Send to the Listing and Selling Agent's Sales to brag about the "Exceptional" service you provided to the agent and buyer. Enclose $100 Certificate Page 5 of 6

6 Employer Marketing & Co- HR Employer Folders Send along with positive customer survey to the HR Manager of the and Co- Employer Marketing Flyer & Co- HR Employer Folders Send along with the Employer Marketing (Laminate First) and ask them to place this item on their HR Bulletin Board $500 Discount Coupons & Co- HR Employer Folders Send five of these along with Employer Marketing Flyer and. Page 6 of 6