Special Webinar for Lenders with guest Robyn Hayes with Guild Mortgage Follow

Below the video you'll find the notes taken from the webinar:

-------------NOTES taking during Webinar---------------

How many deals do you execute per month from CINC Leads?

In ONE Month:
108 appointments with RE Agent (set appts with TIME and DATE with RE Agent)
- definition of appointment: Phone or Face to Face appt
18 received completed Loan Applications

What's your closing % from CINC Leads?
6-7 LO's, 18 completed apps may or may not have executed yet
Robyn's best GUESSTIMATE is that 16 of those 18 will close
200 leads, 16 closed = 8% Closing Rate on CINC Generated Leads


How do you decide who to call?
Taylor & Tina (ISA's) ROCK

• Any New Registered leads
• Any Lead who was Recently online - LAST LOGIN (that day or logged in since last dialing session)
• P1, P2, P3 Filters from 5 Steps to Convert More

Creates Labels for new agent partners - so necessary and help a ton!

• 1 year out, timeframe etc
• 1-3 mo. out and makes box red (hot lead!)
• called no answer
• bad#
• bad email
• Trash a lead ONLY AFTER agent agrees

What do your conversations sound like?
Has a general call script (used for new ISA's, then they ween off of it and hit the important deliverables)

• Financing is never fun
• Fear of Yes or No
• Focus on Home Search because once the answer is Yes it's Super Fun
• scripting available at 37 minute mark in webinar recording

Who makes the best ISA's?
Someone who's great at conversations: Happy, natural

Possible docs:

• general script
• detailed job description

How does Robyn find ISA's?

• hires mostly through word of mouth, referrals, scouting (server at restaraunt etc)
• some through ads

Robyn's Reminder:
Have to remember calling through your leads all the time, do not rely on your ISA's and be responsible for the appointment.