In the incoming call script the MC asks "How much do you know about AFC"
What is Step 2 of the Sales Arch
100
Page 1, SECTION A
What is YOUR ADJUSTED ORGINATION CHARGES
100
This fee is slightly more than the interest rate because it takes into consideration all fees over the life of the loan as expressed in an annualized formula.
What is APR
100
What we must never dare to ask
What is "SIGN HERE"!
200
Opening Statement
What is Step 2 of the SALES ARCH
200
Sales Presentation
What is Step 4 of the SALES ARCH
200
Per scripting, "This is what American Financing is charging, everything below that is a
What is a THIRD PARTY FEE.
200
The most important section to focus on during presentation
What is the INTEREST RATE and PAYMENT SUMMARY
200
Cover this before it "rains".
What is an OBJECTION.
300
Pre-qualifying
What is Step 3 of the SALES ARCH
300
Pages 1, 2 and 5 of the 1003
What is the initial paperwork to cover at a face to face appointment
300
On the rare occasion that a borrower takes issue with the fees, we refer back to "what we sell".
What is the SAVINGS SHEET
300
It could be at 4 or 5, almost anywhere in the US or it's territories!
What is the LATE CHARGE; 4% for Government loans and 5% for Conventional loans.
300
What we must use to make borrowers take ownership
What is ASSUMPTIVE LANGUAGE
400
Presentation
What is Step 4 of the SALES ARCH
400
SAVINGS not RATE
What do we sell?
400
It combines the same information from pages 1 and 2.
What is PAGE 3 OF THE GFE.
400
May, may subject to or May not?
What is ASSUMPTION section of the TIL.
400
The only request to make when a borrower has an objection.
What is a request for additional information.
500
Pre-close and Closing
What are Steps 5 and 6 of the SALES ARCH
500
The point where the MC begins to complete the handwritten 1003
What is SECTION II of the 1003 - PROPERTY INFORMATION AND PURPOSE OF LOAN section
500
Initial loan amount, term, initial interest rate, your initial monthly amount can be covered in this section.
What is SUMMARY OF YOUR LOAN - PAGE 1 of the GFE
500
may, will not, may, will not?
What is the PREPAYMENT section of the TIL
500
The 2 things that get you to closing!
What is setting appointments and being in appointments!