Origination Call Agenda/Talking Points

  1. Review Client Goals and Objectives
  2. Review Pre-qualification and Proof of Funds
  3. Markets
    1. Outline Each Market
    2. Set Expectations for
      1. Cash Flows
      2. Appreciation
      3. Purchase Price Range
      4. TOP
      5. ROI’s
  4. Buying Process
    1. One on one with agent
    2. Climate of the market – competitive,
    3. Making offers and what to expect
    4. Going under contract and due diligence
    5. Talk up/sell the agent
    6. Offering over asking price
  5. Pro Forma
    1. Review the Pro Forma and answer any question
    2. Focus upon:
      1. TOP
      2. Average Annual Return
      3. Combined Cash on Cash Return
      4. Net Monthly Cash Flow
  6. Property Managers
    1. Review PMC basics and let them know we or the agent will introduce at time of appraisal
  7. Lending
    1. Set expectations about basic timeframes – 30 days from under contract to close
  8. Appraisals
    1. Set expectations about the potential for low appraisals, the appraisal addendum
    2. How we help readjust the pro forma and TOP when we have a low appraisal
Client Relations and Sales Tips
    1. Let them know we are not here to twist their arm/pressure them into a property We want them to be confident in what they are doing.
    2. Put them at ease – make them feel confident in what we do and how we help our clients
    3. Leverage, address and run with their needs and objectives. We have a solution for what most clients want
    4. Be real, sincere, honest, and set realistic expectations.
    5. Convey that your job is to set realistic expectations
    6. Present, sell, give info on markets, properties, teams. Accentuate the positive. Our job is to sell our product, markets, and people. Once you have sold…. see below
    7. Ask for the business or commitment to move forward. Outline the next steps and what it takes to move forward and ask if they are ready.
    8. Once they have committed (you have closed this part of the sale) shut up and stop selling.
    9. After they have committed to the move forward – reassure and express confidence in their decision.
    10. Be excited, engaged, and enthusiastic. Clients get and sense if you are bought in and believe in our product. We rock!

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