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43 Cards in this Set
- Front
- Back
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:”We already work with your competitor”work with your competitor” |
Glad to hear it! [wf] is a great company. In fact, we share a lot of mutual customers. But they offer an abundance of products so competitive pricing and fast turnaround is not their strength because of higher overhead. We only do mortgage loans so we have it streamlined more customers, increase sales conversions andreduce dailyadministrative tasks. Would you be interested in scheduling another call totalkabout that?”Response script #3:“That’s great. I’mwondering, however, if you’re still struggling to overcome the challengescaused by manualroute planning. I actually have a couple of suggestions for you related to thatchallenge -- wouldit make sense to schedule a call to discuss them?” |
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Customer: “It’s tooexpensive” |
Response script #1:“Our app helps salesreps meet more customers, drive less and close more, and is beautiful andeasy to use. I canrefer you to any number of customers we’ve helped make successful. But don’tjust take our wordfor it—sign up for our free trial now and see for yourself.”Response script #2:“Let's say money wasno object. Would our product/service help solve your problem? Is pricethe only thingthat's keeping you from signing?”Response script #3:"In your ownbusiness, is your product/service always the least expensive option available?[Prospect’s name], Iwould rather inconvenience you with a high price today than with a cheapsolution that isn’treally solving anything. Now, let’s not let a few dollars keep us from doingbusiness together.” |
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Customer: “I don’t see theneed for your service” |
Response script #1:“Ms. Prospect, theindustry has witnessed (some change). These shifts are the reason CLIENTX just signed withus last month to increase ABC. Since you mentioned ABC as a key metric thelast time we spoke,it would be great to discuss how our product can add value for yourbusiness."Response script #2:“Thank you for theinsight, Mr. Prospect. I understand why you may be hesitant to open up yourbudget for asolution you have no experience with. The reason I am calling you, however, istoopen up some initialdialogue. Our product was specifically built to tackle problem ABC facedby companies in yourindustry. Even if you do not purchase our solution, it would be prudent forus to connect anddiscuss the benefits for you when the budget does open up."Response script #3:“What I hear youwondering is, ‘what benefits are there for me in this product?' (Then proceedto explain the mostrelevant feature of your product)” |
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3. TheStall Wall-let me check it with my spouse
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Responsescript #1:"That'sall right, and let me ask you. If your partner says, 'Do whatever you feel isbest,' then based onwhatwe've gone over, and what you understand about this, what would you do?"Responsescript #2:“Iunderstand that you like feature X and Y about our product. We have helped Xclient improve theirkeymetrics by 20%. You don’t have to take my word for it. We offer a free trial,so you can be the judge.Nosatisfaction, no charge”Responsescript #3:“Mr.Prospect, we have been discussing this for a couple of weeks. In your opinion,what is the chance ofthisgoing through? I wouldn’t want to waste your time if you feel there isn’t astrong possibility of thishappening.”
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The cold shoulderCustomer: “Send someinformation over”
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Response script #1:"I’d be happyto email our information over to you. (Prospect’s name), I have a 100-pageproduct featureeBook that I can email you, but do you mind if I ask you just a couple of quickquestions so I canonly send you that part that you’d be most interested in?”Response Script #2:"I’ll be happyto do that Mr. Prospect, but If you’re serious about learning how this can helpyouimproveproductivity, then I’d suggest we take a couple of minutes right now to discussyoursituation. Afterthat, if you’re really interested, I’d be glad to get something out to you –soundfair?”Response Script #3:“Of course, butbefore I do that, I want to make sure this is actually a good fit for yourbusinessprocesses. Let meask you a couple quick questions: (Ask qualifying questions on budget,decision-makingprocess, etc.)”
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Customer: “I am not interested" |
This kind of sales objection isgenerally an impulsive response to a sales pitch and almost neverhas anything to do with you. Thesetypes of objections are not very serious either. Prospects tendto do this when they feel thesalesperson is taking away their time.That’s all right,Mr. Prospect, I understand why you may feel that this is not of any interest toyou;CLIENT XYZ told methe exact same thing and now he is using our solution to improve their closingrates.I understand thatimproving closing rate is an important KPI for your business as well ‐‐ can yousharewith me whyimproving these metrics is not of any interest to you at this time?"Response script #2:“I didn’t expect you to beinterested; you don’t know enough about this yet. But like everyoneelse, I do know you’reinterested in (provide a benefit here - reducing driving time, increasingcustomer meetings, close rate)and that’s why I’m calling. If I could show you how you can(provide your unique benefithere) and even save you (time, money, etc.) wouldn’t you be happyyou took a few minutes to findout how?”Response script #3:“Believe me, I hear you. Thegood news is that talking for 30 seconds with me right now couldchange the way you do business,and could help you meet more customers, save hours of time –whatever your product or servicewill do for them. In fact, let me share briefly with you howwe’ve helped hundreds ofcompanies just like yours…”The cold shoulder |
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STEP 6 CLOSING STATEMENT |
And here is the great news! Since I alreadyhave your mortgage statement, the ONLY thing we need toSTART and COMPLETE your loan are.• Your insurance bills. I don't need the wholebooklet, just the dee page that shows what you pay.for year• I'll also need a copy of your DD214. Hopefully, you have thatsafely placed somewhere and if not,you can go down to your local VA office andrequest a rushed copy.• And the last thing I need is a copy of yourdriver’s license.And that's it! Once you're able to get thoseitems over to me, I will be able to send out your approval viaemail, you will electronically sign them,which only takes a minute to sign and super quick and easy. Andonce again, you can use your smartphone totake a picture of each item and text it over to me if that.easier for you.Once you have completed that portion, my team takesover and we do everything else.There is absolutely nothing more you will berequired to provide or help with. All you will have to do is.wait for me to call and provide you updates,weekly until we complete your loan! And remember, Itsa very quick and easy process because there isno appraisal or income we need to verify.Now that I have talked your ear off for about twenty minutes, let me give you thechance to take thefloor, so you can ask me any questions you might have.** At this point, shopand listen. Feel confident that you have addressed 99% of their questions(using thescript) and answer their questions accordingly. Let them speak,slow down and be patient.Alright, so in about two minutes after we hang up, I am going tosend you an email with a list of thesame items I had you write down above. I just want to make sureyou have that same list on that email.so, you access it anytime you want and my direct contactinformation. Once you get me the items, I need them.In that email, I will request for your disclosures to go out,you sign them, which again takes less than aminute to complete and that's it!B: Alright, I’ll belooking out for that email |
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STEP 5 BENEFIT RECAP |
Now with all of the closing costs addedtogether, that is how I came up with your monthly payment of(Proposed Payment) So not only does yourpayment include your taxes and insurance it also includes.ALL of the closing cost of this loan. Thatway, you are not paying a single dime out of pocket. It's all.included in your payment. With me so far? Whenwe finish your loan in (First Payment Month) youwill not be required to make a payment to(current lender) for both_ and __ .(First payment month) will be your firstmortgage payment due. You will also be receiving up to $500.cashback from the loan and in addition to younot making those two payments and getting up to $500.cashback, you are also getting an escrowrefund back of ABOUT$ ____ . Because when I pay offyour loan in (closing month), whatever youhave in your current escrow account, then, is refunded back.to you in form of a physical check. Becausethat's your money, not the lenders. |
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What are escrow fees |
So, once we become your new lender, I alsohave to create a new escrow account for you aswell. And in that new escrow account, I amgoing to deposit (Escrow amount). Again, that's(Escrow Amount). Now, this isn’t really a fee(Borrower). This is money we're setting aside foryour new escrow account. So once your taxes andinsurance come due, we will still be.responsible for paying it. And once youreceive your first mortgage statement in (First PaymentMonth), you will see that I deposited (EscrowFee) in your account to start off with. Does thatmake sense? |
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What are third party fees |
4. 3rd party fees and thefirst one up is TITLE. Now title's job is to make sure you have a title.insurance on your home and also makes surethat every single fee is accounted for. That's why.they were there during your purchasetransaction and every transaction moving forward. Theyare there for your protection? And in yourcounty and state, they charge a total of (Add TitleFees underline 1100 on 1003). Again, it's(Title fee). Now if this sounds familiar borrower, itsbecause the title fees are all based on thestate and county that you live in. So, if the amountdoes sound familiar, that's the reason why.5. Last but not least, we have ESCROWS. Borrower, you have an escrow account with (CurrentLender) right, now right? |
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3. POINTS |
Now (Borrower). do you remember how pointswork or should I quickly refresh your memory?_!!: Uhm. I think so, but goahead and refresh my memory.Not a problem. Points are also whatcontrols your interest rate. Because the more of it that youpay .... The lower your ratebecomes. And the fewer points that you pay or if any... The higher yourinterest rate becomes. VA Limits what aStreamline can pay in points. And when someone tellsyou that they are charging you one point, twopoints, or three points. All that means is one.percent, two percent, or three percent timesyour loan balance equals a dollar amount you pay.to get a rower interest rate. You also mayhave noticed there are lower rates available out there.and you can get those lower rates. In fact, Ican give you a 2.75% HOWEVER that is on a VA Cash.out a loan where you have to do an appraisal,a termite inspection, and that cost you two points.which means you will be paying an extra $ __for the difference in $ _ in your payment. Soyou can do all of that or you can stick with astreamline that already cuts out$ ___ infinance charges and that brings us to your |
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VA fundin fee |
1. So let’s get back upto the top. You should've written down VA Funding Fee. This fee obviouslygoes straight to VA and they charge us for tworeasons. One, to guarantee your loan, and two, soyou continue to have your VA IRRRL benefitswith them. And VA does this very simply. They willcharge you and every veteran a flat percentagefee. So, whether you are active or inactive in themilitary, VA is going to charge a flatpercentage rate of 0.5%. Don't write that down, write down.the dollar amount which is (VA Funding Fee).2. By number 2, we haveour bank fee. The bank fee is what you pay me, the processor, theunderwriter, and several others who will beworking on your loan to make sure we close it inabout 2 weeks. Now the bank fee typicallycomprises about 10 other fees are rolled into one.And I’m not going to bother you the names of each of those ten fees, butit adds up to (BankFee). Again, (bank fee). |
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Costs |
Now that we have gone over your benefits let'sgo over your closing cost. So (Borrower), can you write.'COST' in big bold letters underneath yournotes?{So, you aretransitioning from benefit to closing cost immediately. There is no room for questions andyou are moving right along)So, whenever you do a VA Loan, whether it be aVA purchase, VA cash-out or VA IRRRL like we'redoing now, there will always be 5 feesassociated with that loan. I'm sure you're familiar with these.fees, because you just did a loan last year.SO, on your piece of paper, I want you to write down 1,2,3,4,5.going down for me really quick, please. So, bynumber one, write down VA Funding Fee. Again, VAFunding Fee ... Now (Borrower) would it be okif I gave you the names of each fee first followed aboutthe dollar amount right after?B: SureThanks. So, by number 2, bank fee. again, thebank fee3. Are points. Points4 is the title. Again, titleAd last but not least, escrow. Escrow. |
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Optional step |
B: No, I’m keeping up.K, great. So, let me explain this scenario.So, let’s say we completed your loan and today is your first.payment due. So, your mortgage statement willshow a minimum payment of (Proposed Payment),right? But if you paid the same payment you'repaying now, you can pay off your loan in x months.sooner! That means you will AVOID paying yourlender ( current payment X 6 years) worth of finance.charge and interest out of the original amountyou are signed up for at the higher interest rate! And thatreally is a lot of money (Borrower). INaddition to that you are paying $x extra principle per month morethan what you are currently paying due to theinterest rate change with the EXACT SAME PAYMENT YOUARE ALREADY MAKING. Does that make sense? |
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current and new payment |
B: YesAlright. So, to the right-hand side of whereyou wrote ' CURRENT', please write ' Proposal '. Andunderneath approval, please write down(Proposed Rate). And underneath that, please write 360.months, then underneath that please write(Proposed Payment). I'll explain everything in a second. Butunderneath the payment, please write (monthlysavings X 360 months plus the interest saved on theloan). And underneath thatplease write down $X Extra Principle Monthly. Alright, so let me explain.what you just wrote.So, using your VA Streamline Benefits, VA is going to allow us to drop your rate down to (ProposedRate).Which is also dropping your payment down to(Proposed Payment) per month. So, on your very first VAStreamline they allow you to do, you are goingto avoid paying (Current Lender) approximately (monthly savings X 360 months) of interest andfinance charge out of that original amount that theysigned you up for and that is a lot of money(borrower).Does that make sense? Also, I would like to show.you are how important dropping your rate iswhen it comes to VA loans.So, to the right-hand side of where you wrote'Proposal', please write' Optional;'. Now, this isn’t asecondary loan or a different approval. It'sthe same program as 'proposal', but I'm going to show you.what paying extra can do to your loan. Soplease write down ( Proposed Rate). And underneath that,please write down the same payment theyalready pay, and underneath that please write down X months.then underneath that please write down(Proposed Savings ( current payment x X months plus interestsavings= total savings]). And underneath that write$x extra principal monthly |
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STEP 3 PROGRAM |
STEP 3 PROGRAMNext, I would like to talk about your currentprogram right now just to make sure I am accurate. Is that.okay? (yes) On your piece of paper write downcurrent for me, underneath where you wrote down.current please write down your current rateof%, and underneath that please write down (MonthsLeft), and underneath that please write downyour payment which is at $___/month. So, when I pulled.up your VA benefits, this is exactly what Ifound. This is obviously your current interest rate, months you.have left on your loan and your currentpayment. So that's pretty accurate, right? And Underneathwhere you wrote down your payment will youplease write down the dollar sign (have them write downtheir Pl Payment times their term then askthem) cost. That should read Do you remember those two.page paper with all the numbers from yourclosing documents when you completed your last loan? (yesI do) Well what that was, was them listing howmuch you will pay for your loan with the interest.the rate you currently have. That's almostdouble what you signed up with your mortgage, right? (yes)Even though VA wants to see you in a lowerpayment, what they really want to see and WHY THEYALLOW YOU TO DO THIS EVERY 7 MONTHS FOR LIFEis to cut out BIG chunks of cost.Does that make?sense? |
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STEP 2 VA BENEFITS
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STEP 2 VA BENEFITSNow that we have gone over your credit scores,I want to go over your ~ benefits with you. There are.three different programs associated with VAMortgages MR/MRS ___ . The first one is a VA Purchase.which is what you used to buy your home withright? (yes) The second is a VA CASH OUT LOAN wereyou are required to do an appraisal, a termiteinspection, dig for your income documents and VA does.not have very strict guidelines and they allow all lenders nationwide to charge morefees than when you.do a VA STREAMLINE which is what we arelooking at together today. The thing I love about TheStreamline is that it is very easy to do.There is No appraisal or termite inspections and you do not need them.to dig for proof of income and EVEN BETTER VALIMITS the cost of this loan for EVERY Lender nationwideand has a formula we ALL must follow thatequals out to be a beneficial loan in the eyes of VA’s.guidelines and how it works is that they allowveterans and their families to look into this every 7.months so underneath your credit scores on theleft-hand side, please write down VA Streamline.Benefits-Every 7 Months for Life. Again... VA Streamline Benefits-Every 7 Months for Life. So,once Iverified your benefits with VA, it shows youhave lifetime benefits with them. What that basically meansisif I lowered your rate today, and let’s sayseven months later, VA drops their rates again, you have theability to lower your rate once again. Infact, since we know VA wants this, we created loyalty.a program that watches the market for ourVeterans so when rates go down, we let you know right away.and what I like to do is keep track of savingsfor my veterans over a three-year span. What I have noticedis that over a three-year span my veteranshave $200-$300 less of payment than what they started?with three years ago because they loweredtheir payment a little bit each and every single time.
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CPL the pitch |
VA STREAMLINE PITCH SCRIPTSTEP 1 CREDITHi Borrower, it's Annette. Did I catch you ata bad time? Ok great. Now, will Mrs./Mr.Borrower joins us. Is she there? I have greatnews for the both of you.(Having both on the phone is a huge advantagefor you. When they are separated, the other works.against you. When together, they feel moreunified about moving forward with you)Can you both hear me okay? Ok perfect. Again,thanks for taking the time to speak with me about yourbenefits. Now can I trouble one of you toplease grab a big blank piece of paper and a pen?Thanks, Mrs./Mr. Borrower. Ok, so let's getstarted and I would like to start by going over your credit.scores first. Mr. Borrower if you don't mind,let's start with your scores first. So, as you know each of you.have three credit scores, a high, a mid, and alow, and mortgage credit scores are amongst the strongest.of ratings when it comes to consumers. So,you'll notice that your scores are a little lower than say if you.where to apply for a car, or a credit card andthey are all different depending on what it is you're applying.for. Makes sense?Ok so Mr. borrower your Experian is_,Transunion is __ and Equifax is __. And Mrs. borrower yourExperian is__, Transunion is _ and Equifax is__. Mr./Mrs. Borrower, can you do me a favor andcircle the __ for me? This is the score thatFHA allows us to use for your qualification. it is always.going to be the lower of the two middle ficoscores.So not only are you approved but you alsoactually qualify for the best rate because of the minimum score VA is.looking for is 500 and you both surpass thatby ___ points! |
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I'm not interested |
I understand you get baraged by these calls, believe me I understand you do n't know me, however if you knew what my program has to offer you may be more receptive |
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I'm not in the market |
I understand you are not currently shopping aggressively |
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1st TIME NOT INTERESTED |
There’s no cost or obligation onseeing exactly how much money you could be saving every month. if you couldsave a lot more money monthly, would you be looking at 15 year or a 30-yearloan? |
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2ND TIME NOT INTERESTED |
Like I mentioned, it cost younothing to see how much money you could be saving. You have everything to gainand nothing to lose. Just give me 1% of your trust and I’ll earn the other 99%.That’s fair enough, isn’t it? |
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1st TIME RATE OBJECTION |
That’s an excellent question(Borrower’s name). Let me answer that question along with any other questionsyou may have after I confirm a little information. No Pause….Ask a question. |
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2ND TIME RATE OBJECTION |
(Borrower’s name). The bottom lineis if we can’t write you a good loan, we wouldn’t write it and you wouldn’tsign it, now, would you? Exactly!The only decision you have to maketoday is how soon you want to start saving a lot more money. No Pause….Ask aquestion. |
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THE BOTTOM LINE CLOSE FOR ALLREBUTTALS |
The bottom line is if we can’t writeyou a good loan, we wouldn’t write it and you wouldn’t sign it, now, would you?Exactly!!As I see it, the only decision youshould make today, is how soon you want to begin to save a lot moremoney. Would you be looking at a 15 year or 30-year loan? |
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CLOSING COST OBJECTION |
I’m glad you brought that up! Newfiis a direct lender what that means is we fund our own loans and use our ownmoney eliminating all the unnecessary fees resulting in a no-cost loan to you?That’s what you want, isn’t it? No Pause….Ask a question. |
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I'm CURRENTLY WORKING WITH ANOTHERLENDER |
Fantastic! (Borrower’s name). Hereat Newfi we believe in borrowing smart. What that means to you is we can giveyou a quick and easy loan comparison.So, you can be 100% certain thatyou’re getting the most competitive loan on the marketplace and that’s what youreally want, isn’t it? No Pause….Ask a question. |
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SEND ME AN E-MAIL |
. I’d be more than happy to send you an e-mail. It raises more questions than theanswers. What questions do you have right now, that I can answer for you oraddress in the e-mail? |
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SEND ME AN E-MAIL 2 |
. You wouldn’t want an e-mail unless you were seriously considering this,would you? Exactly! The loan was discussing is (Recap the benefits of theloan). What is really holding you back from deciding based on what this loan isdoing for you? |
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I WANT TO TALK IT OVER MY SPOUSE |
That’s fine! Let me ask you aquestion (Borrower’s name). If you sat down with your SPOUSE and said that ifwe refinanced, we could begin to save $_________ every a month which means inthe first 10 years of the new loan we would save $________ do you think yourSPOUSE would say that would make it easier to put more money away?If yes: What I’d like to do is getyou some facts, so when you talk with your spouse you can decide based on factsrather than a conversation, that makes sense, doesn’t it? Great!Get the application started: Are you employed or self-employed? |
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I WANT TO THINK IT OVER
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That’s fine, (Borrower’s name).Obviously, you wouldn’t want to think this over unless you were seriouslyinterested, would you? So, may I assume you will give it careful consideration?Just to clarify my thinking, what part of the loan will you be thinking aboutthe most? Is it the rate of interest? Is it something I forgot to cover?Please level with me, what is really preventing you from moving forward?
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I WANT TO SHOP AROUND
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I sincerely apologize. Obviously, Imissed something or failed to meet your expectations. Again, I am sorry.Putting all aside. If you don’t mind me asking, what is it specifically thatyou are looking for by getting another quote?Like I mentioned earlier. My companyis the # 1 preferred lender with Lending Tree. I’m sure you want to work with alender you can trust and a loan officer you feel comfortable with, don’t you?Exactly!Let’s work together and get you thereal numbers, so when you shop around, you’ll have something to compare with,which makes sense, doesn’t it?Get the application started: Are youself-employed or do you have an employer? |
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I DON’T HAVE TIME |
I realize your time is valuablealthough if you could spare a few minutes that could improve your financialsituation, you’d give me a few minutes, wouldn’t you? |
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Tell me about yourself |
When I’m not working, I like to spend time trying new classes like krav maga or yoga. I think it's a great way to get out of the house, do something physical to keep my health at it best but also meet new people. There's a surprising number of people from all walks of life I've met and I enjoy conversing with new people I encounter. I feel that communication is one of the most important aspects |
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Thank you |
'I appreciate your effort on this' 'I appreciate your time and attention |
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concernsS? |
Let’s talk through your concerns and come up with a plan' |
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What areyou best strengths? |
· I have a solid workethic. When I'm working on a project, I don't just want to meet deadlines.Rather, I prefer to complete the project well ahead of schedule. Last year, Ieven earned a bonus for completing my three most recent reports one week aheadof time.· I am a skilled salesrepresentative with over ten years' experience. I have exceeded my sales goalsevery quarter by at least 20%, and I've earned a bonus each year since Istarted with my current employer.· I pridemyself on my customer service skills and my ability to resolve potentiallydifficult situations. With five years' experience as a customer serviceassociate, I have learned to understand and resolve customerissues effectively. On a related note, I also have strong communicationskills, which help me to work well with customers, team members, andexecutives. I am known for being an effective team member with a talent forgiving presentations. |
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What canyou do better for us than another candidate?” Another variation of the questionis, “Why should we pick you instead of someone else?” |
· AlthoughI'm not familiar with the others who you are interviewing for this position,I'm sure there are a lot of talented people applying for the job. However,given my unique background and experiences, I consider myself to be a strongcandidate for this position." · You needto be prepared to reference six to eight strengths in terms of the skills, past experiences,areas of knowledge, and personal qualities that you bring to the position. |
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Why do you want thisjob? A |
a. Mortgage isin my blood—I’ve always grown up with a high interest in analytical, I lovesolving puzzles and meeting new people. I find that From the time I enteredcollege, I knew that I wanted my career to be focused on a sustainable industryrevolving around real estate, finance and most importantly just being able tohelp families attain their dreams of homeownership. |
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Why do you want thisjob? B |
a. I am agreat candidate because my experience is almost perfectly aligned with therequirements you asked for in your job listing. I have 9 years’ progressiveexperience in the mortgage industry, advancing from my initial role customerservicer representative to becoming among one of the top producers falling underthe presidents club for Top Tier production for number of units funded. I’mwell-versed in providing world-class customer service to an upscale clientele,and I pride myself on my ability to quickly resolve problems so that our guestsenjoy their time with us. |
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Why did you leave your last employer? |
I was very fortunate to be hired byClearPath. They taught me a lot about time efficiency and eliminating waste inthe loan origination process from , and it’s been stimulating to work as acontributor to their high productionteam. Their structure and approach was very different from all the companies I’vebeen at before. It is focused on high volume 18-25 files a month.However, I’m ready for the next step and really bring more of the focus backinto the relationship building. Especially in this market as rates shiftslightly back up, I want to focus on more different types of transactions includingcash out for debt consolidation but also new purchase loans as that will alwayshave a market for. |
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Howdo you handle stress? |
I’mnot someone who is energized by or thrives in stressful environments. My firststep in managing stress is to try to circumvent it by keeping my work processesvery organized, and my attitude professional.Whencustomers or associates come to me with issues, I try to look at things fromtheir perspective, and initiate a collaborative problem-solving approach tokeep the situation from escalating. I find that maintaining an efficient,congenial office with open lines of communication automatically reduces a lotof workplace stress.Of course,sometimes unanticipated stressors will arise. When this happens, I just take adeep breath, remembering that the person I’m dealing with is frustrated with asituation, not with me. I then actively listen to their concerns and make aplan to resolve the issue as quickly as possible. |
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9. Describe a Difficult Work Situation or Project andHow You Handled It. |
Ithink the most difficult situation I face as a loan officer is when I have to declinea loan application either because they did not disclose something material tothe approval or because of something pulling up on title than must be resolvedonly because these outcomes take more time and require deliberate communicationbetween team members. For example, I had a client whose loan we were refinancingand he did not realize his wife had old student loans that were defaulted backin the 90s. When his file was ran through aren’t doing their job properly or, even worse, because sales are down. |
