1. First National Acceptance Company
We Were Duped – Twice
1(855)
fnacbrokers.com/papersource

2. About First National
 Buying notes from individual sellers and brokers since 1974

3. About First National But we have a problem….
 612 notes purchased in 2013
 1,197 notes purchased in 2016
But we have a problem….

4. You think you know, but you don’t

5.  https://www.youtube.com/watch?v=MFzDaBzBlL0&feature=youtu.be
The backwards bike
 View the video at: 

6. What we did
 Collected and analyzed data looking for insights on how to improve performance
 We have identified 2 simple insights that can help your sales

7. Dupe #1
Would you rather?

8. What the data shows

9. What the data means
 More phone, less

10. The Note Estimator

11. Why do you think customers prefer the phone over e-mail?
 Don’t understand the process
 Have never heard of our company
 Dealing with a lot of money
 Don’t trust s. Example: scam from Nigeria
 Average age is 55

12. But you might say…
 What about leads when they won’t answer a phone call?
 They don’t want to make small talk
 Heck, I’ve had some files close where I’ve never spoken to them at all. It has been by only!

13. What I’m saying is… Phone = Effective E-Mail = Efficient
 Effective VS. Efficient
Interaction/ Relationship
Transaction/ Task
More phone, less
Engage
Order Taker

14. Action Points  More phone, less e-mail
 Our communication over the phone needs to be more engaging/interactive

15. Dupe # 2
How long would you wait?

16. How long does it take to get an accepted offer?
70%
64%
60%
50%
40%
30%
20%
14%
10% 7% 7% 3% 2% 2% 2% 0%
Month 1
Month 2
Month 3
Month 4
Month 5
Month 6
Month 7
More than 1 Year

17. A more detailed look First Month First 2 Weeks Second 2 Weeks 64% 84%
16%

18. Action points  Follow up within 72 hours
 As best as possible 100% of the time

19. To Recap
More phone, less
Follow up by phone within 72 hours

20. fnacbrokers.com/papersource
Thank you!
1(855)
fnacbrokers.com/papersource