The contact has high aggregate revolving debt payments, and behavior shows a cash-out is likely in the next 90 days.
Alert Background:
This contact meets the minimum credit criteria set by your organization. The contact has higher than average revolving monthly debt payments on their credit. The contact also has a high intent score for a mortgage transaction in the next 90 days. The net benefit of eliminating monthly revolving payments may be an excellent monthly saving. Pro Tip: You don't need to ask them to tell you their whole debt story on the first call; that can be uncomfortable for the borrower. You already have their current mortgage and revolving debt balances and payments in the alert profile in MonitorBase. It might help to quickly calculate their estimated net monthly savings if they were to consolidate before you reach out.
Script Example:
This script is one example; feel free to make it your own and communicate the message in your own words.
"Hi (First Name),
It's (Your Name)"
Make the Connection: At this point, you want to remind them of how you know each other. This will change the tone of the conversation from a cold call to a warm call. For example, if you helped them with financing to buy a home two years ago, bring that up. If this is a contact that an agent provided to you, let the client know the connection, for example:
"We worked together a couple of years ago to purchase your home..."
OR
"I work closely with (Agent Name)'s clients..."
OR
"We met at the bar two months ago..." (you get the idea, right?)
Now that the conversation has relevance, it's time to start talking about them...
"You may have seen the letter or email from me recently; my system periodically reaches out to clients that may benefit from a refinance or consolidation, and your name popped up, so I thought I would give you a quick call. How have you been since we last spoke?"
Let them talk, and ask follow-up questions that will get them talking about their plans, for example...
"Are you planning on staying in your home long-term?"
"Have you thought of doing a cash-out to make home improvements or eliminate other debt payments?"
"Would you like me to put together a comparison to see if it's beneficial to consolidate and see how much you would save monthly?"
Give Value: Let the conversation continue from here, with you asking questions about them. Let them tell you how you could help them. All you are looking for in the initial call is if they have any interest in comparing their current terms to new possible terms. The more value you can give, in the form of insight or answering questions, the more likely they will open up and have a meaningful discussion.
Differentiate Yourself: Tell them how unique you are compared to other lenders and why you like helping clients save long-term money.
Possible Next Steps:
The homeowner is interested in refinancing in the next 1-3 months:
- Answer any questions they have and tell them you will put together a comparison.
- Look in the alert profile in MonitorBase to see their aggregate revolving debt payments.
- Calculate a new estimated payment for a mortgage that is the sum of their current mortgage balance plus their aggregate revolving debt balance.
- Send them a simple net monthly savings estimate to peak their interest. You can do this without asking them to do a full loan app or pull credit.
- Send them a follow-up email so they have your contact info on hand.
- Ask them their preferred communication channel: phone, text, or email.
- Keep in touch often through the process.
The homeowner isn't quite ready, but thinking about a refinance, maybe within the next 4-8 months or if rates decrease:
- Check their alert profile in MonitorBase for their mortgage and revolving balance and payments. Then, do a quick calculation of their net monthly savings if they were to consolidate their revolving debt with a cash-out.
- Send them an email thanking them for the time and give them the estimated net monthly savings for future info. Let them know you will check in in 30 days or if rates decrease; this will ensure they have your contact info if they have any questions along the way.
- Set reminders in your CRM to follow up with an actual check-in email or call once a month or if rates decrease.
The homeowner isn't interested at this time:
- Check their alert profile in MonitorBase for their mortgage and revolving balance and payments. Then, do a quick calculation of their net monthly savings if they were to consolidate their revolving debt with a cash-out.
- Send them an email thanking them for their time and give them the estimated net monthly savings for future info.
- Add them to your value-driven nurture campaigns in your CRM.
- Set a reminder to follow up if rates decrease.