The Big Idea
- Using Mortgage Coach to significantly reduce discounting and rate shopping
- Using the Total Cost Analysis at the pre-approval stage to demonstrate that John uses technology to select the right program and select the "structure and strategy" to meet their individual needs
- Leveraging the MC to illustrate competitive rates and not get "undersold" by anyone including the Internet.
- Uses the RateWatch pitch recommended by Tim Braheem.
- Developed an automatic "no cost" or "low cost refinances" to manage the clients' mortgage rate lower over time. John uses the combination of these 2 tools to convince clients they need not shop.
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Results
John's 2005 year end '05 numbers displayed an impressive 260 deals for 57 million dollars, and '06 should get very close to 300 deals and $65 million dollars in production. From 1998 to 2003, John averaged about 275 deals and 55 to 60 million dollars production. More than production, John managed to reduce his work hours down to 30 hours/weeks and reduced his work weeks per year.
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