A Tale of Two Salespeople

A Tale of Two Salespeople

 

To illustrate how Pront-O supercharges the sales process, let’s look at the work journeys of two different salespeople – Jen and Mike. Jen and Mike are both excellent sales associates, working for different home builders. Their employers have a broad inventory of multi and single-family residential homes. Both have similar jobs but only one of them has the benefit of Pront-O, the Ultimate Lead Qualifier.

Mike – Sells the Traditional Way

It’s a busy weekend and Mike is hard at work in the show suite. There are numerous potential customers in the show home, but Mike can’t know for sure who is serious and more importantly, who can afford what product. Mike looks around the busy showroom and wishes there were a way he could know upfront who are the most interested and eligible prospects, so he could zero in on the top ones. Is it the older couple looking at condos? The family with four kids?

Ron and Sharon are young, first time home buyers. They like the high-end finishes on a mid-priced home. Mike recommends they get pre-approved for a mortgage.

“How do we know who has the best rates?” asks Ron.
“I can recommend a couple of options, or you can do your own research,” says Mike.
“How long does it usually take to get pre-qualified?” asks Sharon.
“It usually takes a week or two, between doing the paperwork and getting the lender approval.” says Mike.

The young couple leaves and Mike is no further ahead in knowing if they are a potential sale or not. He makes a note in his own system to follow up with them later.

Jen – Uses Pront-O to Qualify Her Leads

Jen accesses her Ownest dashboard from any device, where she instantly sees the system has intelligently screened all potential buyers in her funnel, ranking them for her using the easy-to-read green/yellow/red ranking system based on the Five Cs of Credit. Today she is in the show suite when an older couple comes in.

They are intrigued by the fact they can pre-qualify right on the show suite Ipad (which has been sterilized by Jen) and get right to answering the 8 simple pre-qualification questions. Jen has barely returned to her desk computer when their pre-qualification comes up on her dashboard – green! Jen knows that the couple have looked at a mid-priced condo across the city.

 

 

Based on their verified income and green ranking, they can certainly afford a more luxurious place. Jen offers to show them options closer to where they live now. The couple are thrilled at the higher-end finishes and the location. They’re grateful to Jen because they didn’t even know the development existed.

By noon, Jen has closed the deal –  leaving it to Maestr-O to guide the couple through the online mortgage application.

Now she can turn her attention to the “yellow lead” clients, whom she has never met. They are Nick and Karen, first time homebuyers who have pre-qualified on the builder’s website from home (due to COVID concerns), eight simple questions and a soft credit check. Thanks to the Ownest widget, the link is seamlessly integrated into the builder’s website.  

Jen contacts Nick and Karen and they are impressed at her quick follow-up and the builder’s fast “one stop shop” kind of service, searching thousands of mortgages to match them with the most suitable lender.

Jen knows that Ownest will work with these clients to identify solutions to their complex credit situation. She also knows that she may be in a position to help them find the home that is a better fit for them. Although the young couple loves the layout and finishes of a higher end home, Jen is able to identify a different model with a similar layout in a less expensive community, one more appropriate for their financial situation.

The couple are grateful. She now has their loyalty because they feel like “Jen is looking out for us.” Jen lands the sale because Pront-O gave her insight into their creditworthiness, allowing her to sell them on a property that fit their situation.Two weeks later, Mike follows up with Ron and Sharon. Unfortunately for him, in the interim they have identified a similar home through a realtor friend who has a mortgage broker connection. Mike lost that sale and the potential for several others, because he doesn’t have the credit information required to focus on the strongest leads, or the ability to respond in real time with appropriate options.

With Pront-O intelligently screening your potential customers’ credit, you’ll have all the information you need to manage leads, customer and the sales process – including valuable insights for up-selling and cross-selling.  Isn’t it time Pront-O joined your sales team?

 

Understanding How Credit Works For Your Borrower

Understanding How Credit Works For Your Borrower

 

One of the key concerns a borrower may have about credit checks is how it will impact their overall credit score.

There are typically two types of credit checks:  Soft and Hard.

A soft credit inquiry typically occurs where you check your own credit or when a lender checks your credit for a pre-approval for a loan. Soft hits won’t impact credit at all, so both the borrower and lender benefit from gaining this information – without adversely affecting the borrower’s credit score.

Hard credit checks are more thorough and usually occurs when a lender reviews your full credit report as part of their decision-making process in approving your loan. Hard hits are now being grouped together by Equifax to minimize the impact of the overall credit credit score. For example, a client goes to a car dealership and applies for a car loan. The finance person then applies at a number of financing companies. These companies  are now grouped together, as they recognize a client is shopping for something specific so there is lower impact. The same would apply to mortgages as well.

Pront-O, Ownest’s financing approval engine, instantly determines a borrower’s creditworthiness using a soft credit check.

The borrower simply answers 8 questions and is pre-approved in an instant – verified with information from Equifax and ranked with the Five Cs of Credit. The borrower benefits because they instantly know how much they can borrow and it doesn’t affect their credit score. The vendor or lender benefits because they know up-front exactly how much the customer can borrow – with no waiting!

How Your Credit Score is Determined

Credit reports hold the latest 7 years of history, so inquiries would be present on your credit report for that long. As to how much impact this has, there is really no way to to know exactly – although the impact is minimal. However, if a client is seeking credit and applies for a car, mortgage and a credit card all at the same time, it could have a bigger impact.

What is a FICO Score?

A FICO Score is simply another type of credit score, which is widely used by top lenders. It formulates a borrower’s credit score based on five predictive variables.

The predictive variables that factor into a FICO Score is based on the following criteria:

  • Payment History – 35%
  • The Amounts you owe – 30%
  • Length of Credit History – 15%
  • New Credit – 10%
  • Types of Credit in use – 10%
  • Credit Score is only one factor in assessing an individual’s creditworthiness
  • Delinquency scores do not say that a specific individual is a good or bad customer
  • Lenders have their own unique adjudication strategies

 

Only small changes are needed to move a credit score or make significant changes.

Whether it’s driven by gradual score changes over time, or shock factors, they can impact clients scores immediately.

Examples of gradual score changes:

  • Small changes in balance/utilization
    • EG: A 25% increase in credit card balance, may only see a 5pt to 10pt change in score
  • Age of trades on credit files
    • EG: A 3 year-old trade vs a brand new one can see a 10pt difference
  • Depth of credit file history
    • EG: increased history & trade volumes provides more confidence in the stability of an individual’s credit behaviour
  • Examples of Shock factors score changes such as:
  • Missed payments/delinquency
    • EG: 80% of consumers with no delinquency ever score 685 to 850;
  • 80% of consumers with current delinquency score 450 to 700
  • Very large balance/utilization changes
    • EG: Moving from 0% utilization on a credit card to 90% could lead to a drop in score over 100 points
  • Significant increase in level of inquiry/applications
  • Moving from no inquiries in the last 12 months in a short time frame to 10 or more across multiple products, could lead to a drop in score. Recent payment deferrals are a key requirement for maintaining a borrowers’ credit score. It takes over 6 months to recover from the pre-crisis level.

 

Credit Scores and Deferrals

 

Credit Scores and Deferrals

 

Fico Scores range from 300 – 900, the higher the score the lower the credit risk while the lower score the higher the credit risk. Each lender has their own lending criteria when approving applications.

  • Score Range: 800 or Higher; Rating: Exceptional; Demonstrates: Borrower is exceptional
  • Score Range: 720 – 799; Rating: Very Good; Demonstrates: Borrower is very dependable
  • Score Range: 640 – 719; Rating: Good; Demonstrates: Borrower has a good score
  • Score Range: 580 – 639; Rating: Fair; Demonstrates: Borrower has okay score
  • Score Range: <579; Rating: Poor; Demonstrates: Borrower is risky

Want To Learn More?

If you would like to learn more about credit and mortgages, or what Ownest can do for you, contact us below.

 

References:

https://www.canadianmortgagetrends.com/2020/07/credit-score-different-lenders-see-part/

https://www.canadianmortgagetrends.com/2020/07/9-ways-keep-credit-score-high-possible-part-ii/

https://askross.ca/good-credit-hygiene-saves-100k-on-typical-mortgage/

https://www.cbc.ca/news/business/marketplace-credit-score-1.5314868

https://ficoscore.com/wp-content/uploads/FAQs-About-FICO-Scores-Canada-2019.pdf