Slides, stats, and scripts from Todd Duncan's recent Mortgage Coach Friday Mastermind This is just a small sample of scripts and value from Toddy's upcoming Sales Mastery 2019

1. Presented by Todd Duncan
Face to Face
Wins the Race

2. Entrepreneur
Magazine Header this
the 10X comment

3. According to leading consulting firm
McKinsey & Company, “When it comes to
our money, we will more than likely
always want to talk with a human,
especially when it’s a lot of money.”

4. NerdWallet with the Huffington Post says,
“Shopping real life mortgage rates and home
lenders online is much harder than it
sounds…and it get’s even more difficult if you
want to get a ‘real mortgage rate’”…meeting
with a trusted advisor is smart!

5. “Face-to-Face is the most
powerful form of influence!
The ultimate value
proposition is advice.”
-Todd Duncan
You must imagine! You must believe!

6. Source: Stratmor

7. The Benefits of Face to Face

8. Lead conversions are 391% higher if you
call within a minute of an online inquiry.
Waiting ONE additional minute drops that
to 120%, and if you wait an hour, it drops
to 36%.
- Velocify 2018
Speed Matters!

9. VELOCIFY GRAPHS
Speed Matters!

10. Trust is your superpower.
It’s the most disruptive
strategy to eliminate
objections and increase
conversion.
The Only Strategy You Need!

11. The Relationship Between Trust and Tension
Time

12. Value Rules!

13. Value Rules!

15. What Is Influence?
“…the capacity or power of persons or
things to be a compelling force on or
produce effects on the actions,
behaviors and opinions of others.”

16. What Is An Influencer?
“…the act of influencing requires a
specific result: a change in thinking or
behavior. An influencer, therefore, is
someone who has the power to
influence the perception of others or
get them to do something different.”

17. The Pattern Interrupt:
Change their thought process!
The Embedded Command:
Tell them what to do and why!
Adding Value Through Scripting!

18. Rate Rule #1
Never discuss rate or fees without creating and
establishing value.
Rate Rule #2
Price to advice transition: “...but before we talk
about that...”

19. Game Changing Questions
• What is important about this home loan to you?
• Regarding mortgage strategy, what is most important to
you, interest rate, monthly payment or the lowest overall
cost of borrowing?
• What are your financial objectives over the next 5-10
years and how does home ownership factor into those
objectives?
• What do you feel is the highest monthly payment with
which you will be comfortable and are you willing to
consider any mortgage product that will get you there?

20. “I know your life is incredibly busy and stressful.
Getting a home loan doesn't have to be. By
taking the time to meet with me, I'll help guide
you through the process, answer all your
questions, and at the end make sure you feel
safe, secure, and comfortable with your
decision to purchase a home. Does Tuesday or
Thursday at noon work for you?”
The Pattern Interrupt! – “I’m too busy.”
- Michael Regan – San Francisco, California

21. “I understand as most of us are busy these days. My guess
would be the last time you bought a car, even if mostly
negotiated online, you went to a dealer to inspect the car
and complete the paperwork. You were likely there for at
least a few hours. Financing a home is more important and
complex than financing a car. By spending 45 minutes with
me at my office, we can determine your goals, explore
multiple financing strategies and decide what’s best for you
and your family. All my clients have felt this time spent was
invaluable!”
The Pattern Interrupt! “I’m too busy.”
- Dave Brown – Los Angeles, California

22. “When we spend 30-45 minutes together, face to
face, I can show you the easiest and smartest way to
potentially save you thousands of dollars and create
a mortgage plan that will provide the maximum
benefit possible while enhancing your long-term
financial future.
Would you spend 45-minutes to save money and have
peace of mind on this large decision?
- Katie Pastor – San Jose, CA
The Pattern Interrupt! “I don’t have the time!”

23. "You have asked a few times about interest rates and fee’s
and from what I am hearing from you, most of the lenders
with whom you are speaking are providing you some
confusing information.
My team and I are different than most lenders – we meet
face to face with all our borrowers. Our goal is to learn your
long and short-term financial goals, show you how home
ownership effects those goals and then recommend several
financing options to help you achieve what’s important to
you.”.
The Pattern Interrupt! “Tell me your rates.”
- Nathaniel Bittman – Salt Lake City, Utah

24. The Pattern Interrupt! “How are you different?”
“Mr. Smith, a lot of people think I am in the business of doing loans. I really
donʼt look at it that way. As a Home Loan Strategist, I am helping you
create perhaps the largest debt of your life and unlike most brokers, I
feel have a responsibility to help you professionally manage that debt.
I see my primary role as helping my borrowers integrate the mortgage
loan they select into their overall long and short-term financial and
investment goals and their payment, equity, cash-flow and tax
objectives.
There are hundreds of ways to structure and manage mortgage debt and
by meeting with me at my office, I can assess your situation thoroughly
and make several recommendations to help you make the best choice
for you and your family!”

25. The Pattern Interrupt! “I’m going to shop.”
“I think you should talk to some other lenders. It’s important to me that
you feel really good with the lender you choose. I believe I’m that
person.
Here are some questions you might ask them:
1. How will the loan for which I have asked for a quote affect my financial
goals?
2. What does it mean to create a mortgage plan?
3. What percentage of loans you take settle and settle on time?
Remember, the lowest rate with the wrong strategy can cost you more
than a slightly higher rate with the right strategy.
I’ll follow up in a day to see how it goes, ok?”

26. Putting it All Together!
“What we typically do is start with some basic information for your
application. (Embedded Command) Once we process that, we will call you
to set up a time to meet with me face to face. (Embedded Command)
During that meeting, it will allow me to sit down and help you bring all of the
numbers into sharp focus. (Pattern Interrupt) This will allow you to
understand the price point you need to be looking at to achieve the
monthly payment you want, the different program options and how much
money you will need for each. Whether you decide to use me or not(Pattern
Interrupt), my goal is to make sure that you have the information you need
to make a good financial decision for you and your family. (Power Phrase)
Does that sound like something that would help? (Tie Down)”
- Cody Hardridge – Oklahoma City, OK

27. “When you meet with Todd at his office…”
“When you meet with me at my office…”
“When I meet with you at your office…”
“When I meet with you at your home…”
The Embedded Command!

28. “While most people spend hours on planning
their annual summer vacation, they don’t want to
spend ANY time to prepare and plan for their
largest investment and debt. I highly
recommend you invest an hour with me at my
office to develop a winning game plan for your
mortgage, and your financial future!”
- Steve Reed – Nashville, Tennessee
Adding Value Through Scripting!

29. “Spending an hour with me upfront at my
office will save us hours of headache, stress
and confusion during your transaction!”
- Preston Sims – Honolulu, Hawaii
Adding Value Through Scripting!

30. The Objection:
I’m too busy
I don’t have time
Just give me a rate
I’m shopping around
Let’s Practice This! – Role Play Session

31. Presented by Todd Duncan
Face to Face
Wins the Race