Learn to Sell Homes Faster with the Seller Buydown Strategy in Today's Marketplace
To listen to the audio, join the conference call: 712-432-1001, access code 460056852#
go to www.mortgagecoach.com
MC Members ask questions in CHAT
Agenda
• Why financing is the key to selling homes • Why and How the Seller Buydown Strategy works • How to create a video that you can share with
everyone • How to actually generate leads with the SBD strategy • How to leverage this strategy at your next open house• How to use this strategy to win expired listings • How to use this strategy with REO and short sales • How to use this strategy to build new partner
relationships
Ron Quintero
Today's Teachers
To listen to the audio, join the conference call: 712-432-1001, access code 460056852#
Scott Nicholson
Bradley Kerr
Dave SavageHost
Loan Officer Realtor
Expert
We need to work closer together than ever before
Meet Ron Quintero Has been in the business for 26 years
Has sold over 11,000 homes in first 10 years Has negotiated over 500 short sales Has owned a real estate & mortgage companies
Is your MARKETING
aligned with the MARKET?
1985
Success in Real Estate
Sales?
The More Ways You Know How to
FINANCE Real Estate...
The More TRANSACTIONS You
Will Have!
Focus On The FINANCING It's What
Moves Inventory
• Rent vs. Own Analysis• Cost of Waiting Analysis• Seller Buydown Strategy• In-Home Marketing • MLS Financing Info• Seller Application
6 Point Financing Strategy
Big Takeaway. Creative financing is critical to selling homes, especially in this marketplace
Meet Scott Nicholson
To listen to the audio, join the conference call: 712-432-1001, access code 460056852#
• Scott has been a loan officer for 8 years
• He closed 11 loans last month
• He averages 7+ purchase closed loans per month
The two major problems
• Problem #1. Massive inventory
• Problem #2. Getting financing
Why the Seller Buydown Works
• Because it lowers the monthly payment
• Because it makes it easier to qualify
Payment and Income required without price reduction or seller buydown
Payment and Income with $14,000 price reduction
Payment and Income with $14,000 seller buydown
$65 / $448 = 7
Big Takeaway. The Seller Buydown has 7 times the leverage and impact as a price reduction
The key to success is how you package and promote the SBD Strategy
You need a good headline
You need to create a Seller Buydown Flyer for every listing - THIS IS A REQUIREMENT
It should only take you 5 minutes to create each flier
CREATE a Video
Press to create a quick video
Press to upload after you are happy with your video
Use Zoom & Edit to make a great video that creates an Aha moment
You need to create a video to promote your Seller Buydown strategy - to forward to EVERYONE
Creating a video give you a 100 to 1000 times leverage
3 Ways to SHARE a video
1. Put a link in your email message
2. Send email through video community
3. Embed video in your website
SHARE a video
See how Jeremy is sharing a video with one of his clients
Big Takeaway. The Seller Buydown isn't anything new...but how we are focusing on it, how we are packaging it and how we are promoting it ~ is GAME CHANGING
www.mortgagecoachvideo.com
SIGN-UP SHARE VIDEOS
CREATE VIDEOS
WATCH VIDEOS
• MORE LEADS• WIN MORE • SAVE TIME • DO THINGS RIGHT
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Especially for loan officers and Realtors
Lead Generation CHECKLIST
1. Seller Buydown Flier in every open house 2. Videos for buyers, sellers and Realtors 3. "Buyer Packs" given to buyers in open
houses 4. Realtor coaching groups 5. Expired listings6. Active listing 7. FSBO's8. The actual Seller is your best lead
The seller had to reduce the price by $96,000 to catch up with the seller buydown strategy
Big Takeaway. The seller would have to reduce the purchase price by $96,000 to get the same monthly payment as a $14,000 seller buydown ~ This is serious leverage
realtor/lender
The Seller
The Buyer
Transaction with Buyer and Seller
The Seller
The Buyer
The Seller
The $500,000 sell
Help the seller become a buyer
the $700,000 purchase
The Buyer
The Seller
The Up Leg
The Down Leg
The Expired Listing
$300,000$500,000
$700,000
$900,000 $1,100,00
0
Meet Bradley Kerr
To listen to the audio, join the conference call: 712-432-1001, access code 460056852#
• Bradley has been a full-time Realtor for 11 years• He is selling an average of 8 homes per month • Has sold over 300 over his career
The Open House CHECKLIST
Work the numbers Create the Seller Buydown Flier Strategy Session with Realtor/Loan Officer Marketing Plan (create scripts and talking points to
promote and position each other) Buyer Packages Yard signs with sign rider
Big Takeaway. I need to run the numbers, create a Seller Buydown Flier for every listing and create a video explaining the strategy ~ the power and simplicity is obvious
Expired Listing CHECKLIST
Search MLS Ask the question: WHY is the property expired? (condition,
location, price?) Work the numbers Create the Seller Buydown Flier Have strategy session with Realtors Marketing Plan (create scripts and talking points to
promote and position each other) Create special video for the specific property Deliver "Buyer Package"
Homework Assignments
1. Watch Scott and Jeremy’s videos within 1 hour
2. Create Seller Buydown Flyer for 2 different properties within 12 hours (be sure to create task in Outlook with alarm)
3. Create video for seller within 24 hoursa. video for buyerb. video for Realtor
Watch video about how to create a sense of urgency to get fence sitters off the fence with the
Cost of Waiting Analysis
www.MortgageCoachVideo.com
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Calls
Now it’s time to take action
Taking Action
• Join Scott Nicholson, Ron Quintero and myself next Tuesday Coaching Call at 9 am PST
• Join Jacob on Thursday at 9 am PST for training • For Non-Members we have a special price for the next
24 hourso Recording of a 5 hour workshop with Scott
Nicholson o We have a 30 day Guarantee
Call 800-485-7251
EDUCATION SOLUTIONSCOMMUNITY
• MORE LEADS• WIN MORE • SAVE TIME • BE THE BEST
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(800) 485-7251
Mortgage Coach
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