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Building A Trusted Advisor Business

Building A Trusted Advisor Business Presented by Scott Cummings Cummings Financial Our Commitment To Our Clients

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Building A Trusted Advisor Business

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  1. Building A Trusted Advisor Business Presented by Scott Cummings Cummings Financial

  2. Our Commitment To Our Clients We are committed to educating and empowering our clients to make informed decisions regarding their home, their mortgage, and their financial goals that dramatically impact their personal and financial lives. We always stand by our word. We always maintain the highest ethical and professional standards. We are dedicated to exceeding the expectations of every client, every time we assist them.

  3. Mortgage Planning Analysis with Mortgage Coach Stop Selling Loans and Start Building Wealth New Clients New Affinity Relationships Profit & Freedom Seamless Service World Class Experience Raving Fans Relational Business Testimonial Letters Referrals

  4. Dreams to RealityThinking Outside the Box 1. Couple Repositions Equity, pays off consumer debt, lowers overall monthly payments $654 month. accumulates additional $158,000 for retirement in 12 yrs. From concept to reality with Mortgage Coach. (Equity Repositioning Analysis) 2. Family frees up $1700 a month, purchase vacation home in Colorado and create lifetime of memories. From concept to reality with Mortgage Coach. (Equity Repositioning Analysis) 3. Family funds college tuition through purchase of investment property. From concept to reality with Mortgage Coach. (Equity Repositioning Analysis)

  5. Dreams to RealityThinking Outside the Box 4. Retired Couple on fixed income must purchase home for disabled son. Created plan to reposition equity for the down payment, paid off consumer debt, cash flow savings offset entire house payment on home for their son. From concept to reality with Mortgage Coach. (Equity Repositioning Analysis) 5. Couple provides their parents free and clear home on golf course and accommodates their second home needs. From concept to reality with Mortgage Coach. (Equity Repositioning Analysis) 6. Couple builds their dream home today, not someday. Offsets entire payment through equity repositioning. From concept to reality with Mortgage Coach. (Equity Repositioning Analysis)

  6. Creating Financial Breakthroughs for our Clients • Must have system or questionnaire to uncover their dreams, desires and goals for the future. What is really important to them? • Educate them through Mortgage Coach so they can see the real long term impact of their financial choices. • Share how you have helped other clients dramatically impact their personal and financial lives.

  7. World Class Service • Ask Client – “What are your expectations of me and my company? Affirm and commit to exceeding them • Team Systems and Commitment ensure results. Are your results and outcomes predictable on each loan? • Team Systems gain referrals during the loan process. Is your team asking for referrals? • Team Systems help ensure Raving Fans. Do you know how your clients really feel about the job you did for them?

  8. The “Experience” Creates Raving Fans • Systematize the Raving Fan Experience • The Power of a Handwritten Note • Unexpected Touch Points • Personalized Gift one month after closing • Blow their expectations away! • It is not what we believe, it is what they perceive

  9. Testimonials – Nothing is more powerful • Post Closing call – ask them to help you • Adopt narrative client survey form and letter. Write letter asking them to share comments about their experience with you and your company. Throw away forms where they just check the boxes. • Response rate will increase with a second request. • Share comments with staff

  10. Testimonials – Build Credibility • Testimonials from clients provide more creditability to gain new relationships, new business and referrals. • New Clients: Include testimonial summary pages with Mortgage Coach information you send to new clients or provide in face-to-face meetings. • Realtor Testimonial pages to listing and selling agents • Affinity Partners: Create case study examples, testimonial summary pages and Mortgage Coach examples to market to new Realtors, CPA’s & Financial Planners. • Web page – add pages of testimonials and link

  11. Mortgage Planning Annuity Mortgages Under Management • Rate Watch Results – increase based on broader range of financing options & consistent mailings • Stay Connected Personalized to-dos • Fiscal Literacy Seminars • Client Appreciation Events

  12. Additional Marketing Ideas • Create a “How you’ve Helped” postcard to send to clients at least quarterly. • Design Postcard and use same template each time. • Make story narrative and change story for each mailing. Reading it as a story will make them think if the scenario applies to them. • Email a pdf of postcard with a brief note to agents, builders & other affinity partners.

  13. Building A Trusted Advisor Business Benefits Clients – We have the opportunity to help them dramatically impact their personal and financial lives in meaningful ways. Us – We have the opportunity to become Trusted Advisors to thousands of clients and create an annuity based practice that provides us the profit and freedom to pursue the things in life that are really important to us.

  14. Building A Trusted Advisor Business Thank You! Scott Cummings Cummings Financial

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