2. Why have a script? Gives you clear focus on the Goal Ensures the benefits are properly relayed Leads the prospect to your Goal Allows you to easier remove or overcome objections Here are several samples to get you started…………

3. Samples Past client script Voice Mail Script When you get voice mail, here's a script that you can use three times a year. "Hey, this is Paul Baxter with Legacy Mortgage Group. I helped you with the mortgage for your home. I just wanted to give you a quick thanks for letting me help with that. If you ever have any real estate or mortgage questions, please feel free to give me a call. The best number to reach me is 747-221-6649. Hope all is well and hope to talk to you soon. Oh, also, if you have any friends or family members who could use some honest help, just give me a call about that too. I'd be honored to help in any way I can. I look forward to speaking with you when you call back. Bye." Live Script When you get a person on the phone, use this script: "Hey, this is Paul Baxter with Legacy Mortgage Group. I helped you with the mortgage for your home. I just wanted to give you a quick thanks for letting me help with that. If you ever have any real estate or mortgage questions, please feel free to give me a call. If you grab a pen, I'll give you my number. (Give time for them to get a pen.) The best number to reach me is 747-221-6649. Hope all is well with you. Also, do you have any friends or family members that are looking to buy, sell, or refinance a home and could use some honest help? (Pause for answer.) Can I count on you to give me a call when you do? I'd be honored to help in any way I can. I look forward to speaking with you when you call back. Bye."

4. Samples Referral Partner Script Hey this is Paul Baxter with legacy Mortgage group. I heard you are serious about growing your real estate business. I would love to treat you to a cup of coffee and see if I may be able to help you grow your business. I can come by your office on Friday at 9:00am for 20 or 30 minutes to make it easy on you. Or if it’s more convenient for you I can meet you at Starbucks on 5 th ? Voice Mail script to realtors Hey Fred, this is Paul Baxter with Legacy Mortgage Group. I am calling today because I have noticed some of the things you are doing to grow your business. I would love to chat with you sometime how I may be able to help you build your business more. Give me a call at 747-221-6649 so I can explain how a mortgage guy can help you grow.

5. Sample FSBO script Hello may I please speak to the owner of the home for sale at _______________________? (FSBO says: This is him) I understand that you’re selling “For Sale by Owner” and I’m not trying to interfere with that, I was just wondering are you cooperating with mortgage lenders? (FSBO says: What do you mean “cooperating with mortgage lenders”) Do you have a trusted source to get people pre-approved for your homes price to see it? I’m sure you don’t want just anyone walking through your home. (FSBO says: No, we have them make an appointment) Is there a time I could come by and talk to you about how I may be able to help you sell your home? (Book the appointment) Voice Mail: Hi this Paul Baxter, I am calling about your home for sale at 123 Easy St. Please give me a call at 747-221-6649.

6. Tweak The Script Once you have a good script, you can tweak it to fit most situations. If you hear a good script you can always steal and tweak to be your own Important not to use someone else’s vernacular. Make a script sound like your words.

7. Sample Hello Fred McRealty, this is Lanette with Legacy Financial. I am calling about your ad on Craigslist on 123 Main street. I see you have an ad on it on Craigslist. (This peaks their interest as it is presumably their listing- don’t be surprised if they ask if you are interested in seeing it, etc.) Actually, the reason for my call is I wanted to see if this strategy was working for you and helping you grow your business? (listen and learn) The reason I am calling is we may have a better tool for you when it comes to posting on Craigslist and numerous other sites across the internet, so that, you grow your business faster. We share this technology with our Realtor Partners to help both of us grow our businesses. I have just sent you an email with a link to show you exactly what I am talking about- can you access your email now?

8. Sample Hello Fred McRealty, this is Paul Baxter with Legacy Financial. I am calling about your listing on 123 Main street. (This peaks their interest as it is presumably their listing- don’t be surprised if they ask if you are interested in seeing it, etc.) The reason for my call today is I wanted to see what strategy’s are working for you and helping you get more listings and convert more leads to grow your business? (listen and learn) I believe I may be able to help you focus in on what works best for you so you can grow your business faster. I share these ideas with my Realtor Partners to help them grow their businesses. I would love to treat you to a cup of coffee and discuss how I may be able to help you grow faster.

9. Developing a Script Have a clear goal in mind. Keep it short and simple. Have the 3 main ingredients: 1. What you are calling about 2. Why it benefits them 3. What you want them to do next

10. Have a clear goal in mind Meet me for Lunch Meet me for Coffee Invite to attend a live presentation Get an introduction to other Agents they know ASK FOR THE BUSINESS

11. Keep it Short and Simple Make sure your script has the important elements of your call to action in it. Don’t over state or go into to great of detail. Ask questions that require short answers. Don’t ask any questions you don’t know the possible answers to. Don’t over sell it.

12. The 3 Main Ingredients What you are calling about– Live Presentation Help getting Listings Why it benefits them– Help with implementing Grow Your Business What you want them to do next– Reserve your seat Meet for Lunch/Coffee

13. Put it on Paper Organize your ideas – Start with who you are and what you do – “Hi this is Paul Baxter with Legacy Mortgage Group” What you are calling about– “I’m following up on the invitation I sent you for the class I’m teaching on “Marketing to FSBO’s” Why it benefits them– “It is an easy to do strategy that can literally double your business in 90 days” What you want them to do next– “I keep the attendance low to make sure those that come have a clear plan to implement, what email address do you want me to send your seat confirmation to?”

14. That Becomes Live Presentation Invite – Hi this is Paul Baxter with Legacy Mortgage Group. I’m following up on the invitation I sent you for the class I’m teaching on “Marketing to FSBO’s”. It is an easy to do strategy that can literally double your business in 90 days. I keep the attendance low to make sure those that come have a clear plan to implement, what email address do you want me to send your seat confirmation to?

15. Other Script Ideas Script for clients: Hi Fred McBuyer, this is Paul Baxter with Legacy Mortgage Group. I understand you are going to buy a new home for your family and yourself. I am excited for the opportunity to help you do that. I am known for helping make the home buying process very easy and for saving my clients a whole lot of money. How can I help you make getting your new home easy?

16. Follow Up on AgentMarketing Result in Advance Hey Fred McRealty, this is Paul Baxter with Legacy Mortgage Group. I am following up on the information I sent you on your listing at 123 easy st. Have you had a chance to check out all of the cool features yet? Yes: great, I would love to treat you to a cup of coffee to get your opinion of the features, and find out if they would help you grow your business. No: Ok, it’s an easily set up single property website for your new listing. It includes a virtual tour, whats nearby, text for information and a bunch more features to help you win more listings. I would love to treat you to a cup of coffee and get your opinion on if it is something that you could use to win more listings.

17. Calling Clients Text for Info/Mobile Voice Routing Hey Mr. McBuyer, this is Paul Baxter with Legacy Mortgage Group, I see you are interested in more information about 123 Easy St. Are you calling for the current price or do you have other questions? (listen) 90% - Great the price of this home is $XXX,XXX does fit within the budget you and your family have set for buying a new home? Yes – Great and what is the name of the lender who has you pre-approved for that amount? No – Ok, do you mind sharing what your home buying budget is, perhaps we can help show you all the homes in that range (no matter what amount they say) – Great and what is the name of the lender that has you pre-approved for that amount?

18. Calling Realtor for Appointment Hey Freddy McRealty, this is Paul Baxter with Legacy Mortgage Group. I am calling you today because I know, as serious about your business as you are, Business Planning for 2016 is on your mind. I have a really cool exercise a friend of mine shared with me that helps you plan your business goals, based on your life goals. I would love to get your thoughts on it. Can I treat you to a cup of coffee and pick your brain for 20 minutes about this cool business plan?

19. Calling Realtor for Appointment Hey Freddie McRealty, this is Paul Baxter with Legacy Mortgage Group. I am going to providing all kinds of cool marketing and conversion training to my referral partners this year. What I am doing right now getting as much information as possible on what it is they need the most. That’s where you come in. Can I treat you to a cup of coffee and pick your brain on some of things you are doing to be so successful.