1. Where Success Happens Business Development 102: Turning REFI’s into Purchases There is no way to do a refinance unless there is first a purchase! Everything rises and falls on PURCHASE loans!

2. Where Success Happens Business Development 102: Turning REFI’s into Purchases Borrower The Circle of Cash Flow Borrower Universe

3. Where Success Happens Business Development 102: Turning REFI’s into Purchases Borrower Listing Agent, Builder Listing Agent, Builder Seller Banks/ Credit Unions Banks/ Credit Unions Accountant Estate Planner Estate Planner Financial Planner Financial Planner Employer Other The Circle of Cash Flow Borrower Universe

4. Where Success Happens Business Development 102: Turning REFI’s into Purchases 5 Strategic Moves To Turn REFI’s into Purchases! 1.Conduct a thorough Mortgage Planning Analysis. 2.Place the 24-hour referral call 3.Cross-sell the borrower’s agent 4.Ask the “Dreams” question 5.Send the Advisor to Client intro letter

5. Where Success Happens Business Development 102: Turning REFI’s into Purchases