Lead Questions – Lighthouse Lending

Hi, this is (your name) calling from Lighthouse Lending, how are you?

Lighthouse Agent's Name*

Lighthouse Agent's Email*

Client's Full Name*

Client's Email Address*

What is this client looking to do?*

Questions to Ask

Understand their goals. As they give you info, ask for more details and express interest.*

Dynamic questions regarding goals:
What goals are you looking to achieve from this financing?
How will these goals change your current situation?
What is stopping you from achieving these goals on your own?
How have these goals, being left on the sidelines, affected you/ your family?

Labeling
It sounds like you have a lot to look forward to once this problem is solved.
It sounds like you are feeling overwhelmed with ________ (insert problem)
It sounds like you feel stuck in your current situation.

If you are unsatisfied with the information you are receiving, mirror the response and then use dynamic silence to get a response.

Understand the client’s problem, what can you help them solve? Understanding this helps you offer solutions*

What problems have you been facing that keep you from getting to your goals?
How are these problems affecting you/ your family?

It looks like you have a lot on your plate.
It sounds like you could use a break from all this pressure.
It sounds like there are other things that would benefit from your energy if someone could help you with this.

How long have you been thinking about doing this?

Summarize their goals and wait to see if you get a “that’s right” – Move on. If you do not get a “that’s right” they should avert to what you missed.

How quickly are you looking to close?

What type of urgency is there to get this wrapped up? – Is there a date you have in mind?

Have you deferred any mortgage payments or are any mortgage payments past due?

Mortgage payment differed or past due details

Are any property taxes past due?

Property taxes past due details

It can cause a shortfall or stop your deal from closing so it’s important to know now.

Property Estimated Value

Mortgage Balance

Do you pay condo fees?

If yes, how much?

Are your condo or maintenance fees past due?

It can also cause a shortfall or stop you from closing

Are your property taxes included in your mortgage payments?

Who is on title?

Bank

Insurance Provider

Rental income

Is there a 2nd Mortgage?

Any additional loans like a furnace, AC, or windows?

Do you own any other properties?

Address of Other Property

City

Postal Code

What is the value of your other property?

How much is the the 1st mortgage?

Who is the mortgage with?

Are you up to date on property taxes?

how much are the property taxes annually?

Is there a 2nd mortgage or HELOC?

How much is your 2nd mortgage?

What is the interest rate?

What is your monthly payment?

Is it rented out?

How much rent does it generate monthly?

Do you pay condo fees?

How much are the condo fees?

Income Questions

Where do they work?*

Annual income?*

Are they self employed?*

Incorporated or Master Business License?

If self-employed, how long have they been self-employed?*

Is there a co-applicant?*

Co-Applicant Income Questions

Where does the co-applicant they work?

What is the co-applicant's annual income?

Is the co-applicant self employed?

Home Purchase Questions

Down Payment Amount?*

How long have you had the down payment?*

Where did the down payment amount come from?*

What is the purchase price?*

Are you a 1st time home buyer?*

If there is a problem qualifying, is there anyone who can be a guarantor or a co-signer?

Do you want property taxes included in your mortgage if its an option?

Are you buying a condo, or, does the place you are looking at have condo or maintenance fees?

What institution do you bank with?

Have you reached out to them yet in regards to your purchase?

Will anyone else be on title with you?

Second person on title full name.

Will the house you buy have rental income? (basement unit or similar)

Do you own any other properties?

Address of Other Property

City

Postal Code

What is the value of your other property?

How much is the the 1st mortgage?

Who is the mortgage with?

Are you up to date on property taxes?

how much are the property taxes annually?

Is there a 2nd mortgage or HELOC?

How much is your 2nd mortgage?

What is the interest rate?

What is your monthly payment?

Is it rented out?

How much rent does it generate monthly?

Do you pay condo fees?

How much are the condo fees?

Bankruptcy

Has the borrower ever filled a consumer proposal or bankruptcy?*

Perfect. Now that I understand the problem (or goal), or the purchase options, would you be opposed to me sending you our application so we can get started on that right away?

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