Technical Finance
What is POI and when is it needed.
Proof of income
EVERY TIME
What minimum income do you need to write up a deal?
$2,000 disposable after all their bills and the new monthly payment comes out of their GROSS income.
What is the monthly payment for this package?
Project Price: $25,000
$3,000 down
A Credit
$238/mo
What does Non-Standard Financing mean?
What is A credit?
What standard rate do you quote them?
A+ = 800+
9.99% @180 (.0108)
If the bank needs additional information along with an approval, what is that called?
Stipulation (Stip)
When calculating a homeowners income, what number are you pulling?
Gross Income
What is the monthly payment for this package?
Project Price: $25,000
$3,000 down
C Credit
$264/mo
If the homeowner's objection is time, what non-standard rate do you offer to solve that problem?
Deferral
Stop offering them unless you have to!!!!
(Option close to a bigger discount with cash or standard and people will choose that!)
These come out of your commission and may lead to the deal being cancelled for selling it too low.
1 lender offers a 3-mo deferral, 7 offer a 6-mo, 6 offer a 12 mo.
6 mo (5%-8.75% hit)
12 mo (7.5%-11% hit) Probably unnecessary!
18 mo (12.75%-14% hit) Stupid! Option close!
24 mo (18% hit FS Only) Stupid! They have cash! A+ only!
What is B credit?
What standard rate do you quote them?
B Credit = 720+
10.99% @ 180 (.0114)
What percent of sales in 2024 were financed?
78%
(76%-80% wins!)
When showing a payment to a customer, it is best to show them a _______ of a potential payment.
Range
+/- $25 with A/B
+/- $50 with C/D/F
What is the monthly payment for this package?
Project Price: $25,000
$3,000 down
F Credit
$330/mo
What is the minimum credit score required to request a 240 month term.
$20,000 ATBF
700
DAILY DOUBLE
What is C credit?
What standard rate do you quote them?
C credit = 670+
11.99% @ 180 (.012)
A customer can cancel a contract at ANY TIME if this isn't done...
They receive contracts the night of the sale!
VERIFY IT IS IN THEIR EMAIL!!!!!
If you fat fingered it, get an addendum changing their email and acknowledging they got the contract.
Role play... ask me for a cosigner.
Hosts choice, yes or no!
Stories sell! You can't just ask, you have to tell a story to lead into asking!
Reverse Engineer!
If my homeowner has B credit, and they can afford $350/mo and $5,000 down in the PTA...
How much will the project price be when you can close them?
$35,702
$350/.0114, +$5,000 = $35,702
What is the lowest rate and term we offer, and who offers it?
6.49% @ 240 (.00775) Salal
A+ ONLY!!!! 9% hit!
Give them an option close at a lower price with standard. People with A+ credit will choose the lower price and pay the loan off faster anyways!
What is D credit?
What standard rate do you quote them?
D credit = 640+
12.99% @ 180 (.013)
Name 5 sources of POI
DAILY DOUBLE
Sing the song!
"If you have a structured settlement, but you need cash now..."
Full time pay stubs.
Part time pay stubs.
Retirement.
Annuity.
401k.
Alimony.
Child support.
Disability.
SSI.
($3,500 x 2) x 13 = $91,000/year
Reverse Engineer!
If my homeowner has C credit, and they can afford $415/mo and $2,000 down in the PTA...
How much will the project price be when you can close them?
Project Price: $36,584
$415/.012 + $2,000 = $36,584
What is the most ridiculous non-standard financing option we have?
0% interest for 60mo
16% hit from Service
17.35% hit from Synchrony
OPTION CLOSE TO A LOWER PRICE!!!! -OR-
Get a lot down! EX if you get at least 50% down, it will cut the hit in half and not tank the profit out of your commission!
6.49/240 Salal
6mo Def / 8.99 @ 180 Service
What is F credit?
What standard rate do you quote them?
F credit = <639
15.99% @ 180 (.015)