SCRIPT-a-PALOOZA 2019 VALUE PACK

THE SCRIPT-a-PALOOZA 2019 VALUE PACK IS HERE  (TRANSCRIPT + PLAYBOOK + PLAYLIST)

SCRIPT-a-PALOOZA 2019 brought 10 of America’s top referral-based LOCAL loan officers, along with a rock-star Realtor, who shared their best scripts with the lending community for the second edition of SCRIPT-a-PALOOZA. This amazing group of industry leaders closed over $1 billion in production last year. 

With the seismic shift in the mortgage industry, everyone knows it’s now more important than ever to sound your best and to separate yourself from today’s tough competition. This applies to turning prospects into clients and working with the best Realtors.

This year’s big event included new faces along with a few of last years top rock-stars:

1. Shannon O’Hare (132 loans in 2018) kicked off with her Annual Mortgage Review scripting and how she looks for opportunity with lost deals.
2. Lori Richardson ($50M production) continued the theme with how she differentiates herself right up front with clients by highlighting her Annual Mortgage Review.
3. Michele Town (198 loans/$110M production) gave insight into her partner prospecting scripts and her borrower consultation.
4. John Downs ($100M production/500+ TCAs) spoke about how he addresses the market and shifts from rate to relationship, and shared his client contract strategies.
5. Dan Keller ($80M production) shared lots of great scripts, including how he connects with referred borrowers, his Annual Mortgage Review scripting, and how he overcomes objections.
6. Katie Pastor (130 loans/$40M production) is known for providing a great client experience and walks through her client follow-up scripts.
7. Jeremy Forcier ($100M production/3,000 TCAs) shared his Realtor scripting for both securing the meeting as well as what he says when he gets there.
8. Jenny Stoner (on track to do 150 loans this year) walked through how she builds a relationship and rapport with her clients, including using video. Loan officers who connect with their clients are finding they are shopped less.
9. Keith Collins (150 loans/$50M production) shared the three commitments he makes with borrowers to earn their business, along with how he deals with online shoppers.
10. Realtor Nicole Solari ($150M production) gave her scripting of how she refers her clients to her lender. If you’re looking to improve your conversion rates and lower rate shopping, teach your partners a stronger referral script.
11. Josh Mettle (998 clients/$330M production) closed us out with remembering to have fun (yes, fun! - it’s infectious) along with how he creates a unique borrower experience.

Everyone knows the biggest challenge with new scripts and sales strategies is implementation and execution. So, here's a checklist to make the most of this year's event:

• Schedule time to make this a priority. (in your Win by Noon Planner)
• Download and PRINT the SCRIPT-a-PALOOZA PLAYBOOK
• Study the SCRIPT-a-PALOOZA transcript
• As Todd says “memorize, customize, internalize.” Use the script and then customize for your unique voice
• Leverage the MC community when you have questions and need inspiration (Post questions and engage in the MC Productivity Mastermind)
• Remember consistency and repetition are essential to your success. Listen and re-listen to the SCRIPT-a-PALOOZA PLAYLIST
• Don’t forget to teach Nicole Solari’s referral script to your partners

We are grateful you're part of the Mortgage Coach and Win By Noon communities. Let us know if you have any feedback or ideas in comments.

We’re already planning SCRIPT-a-PALOOZA 2020! So, If you are interested in being a guest or want to nominate someone else, please let us know.

THE SCRIPT-a-PALOOZA PLAYBOOK

RESOURCES

• SCRIPT-a-PALOOZA 2019 Transcript
• SCRIPT-a-PALOOZA 2019 Playlist
• SCRIPT-a-PALOOZA 2019 Playbook
• SCRIPT-a-PALOOZA 2019 2-Hour Recording