COACHING

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1. COACHING SCORECARDS

1. CLIENT INFORMATION

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Verifying Lead

10

________

NA

Must

Yes

Sending Email

10

________

NA

Must

Yes

Texting

10

________

NA

OPEN DOCUMENTS

Name of Example

1. INTERVIEW & MEET EXPECTATIONS

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Long-Term Relationship

10

________

NA

Must

Yes

How We Stand Out

10

________

NA

Must

Yes

Interview Questions

10

________

NA

Must

Yes

Property Questions

10

________

NA

Must

Yes

Home Buying Process

10

________

NA

Must

Yes

Home Buyer Packet

10

________

NA

Must

Yes

Property List

10

________

NA

Must

Yes

Register on Website

10

________

NA

OPEN DOCUMENTS

Name of Example

2. FIRST APPOINTMENT

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Email = What we are going to review during the first appointment.

10

________

NA

Must

Yes

Pull Credit Report (If Possible, creditkarma.com)

10

________

NA

Must

Yes

If needed, interview what they are looking for is selling/buying.

10

________

NA

Must

Yes

Review Real Estate Website

10

________

NA

Must

Yes

Property Criteria

10

________

NA

Must

Yes

Review Properties

10

________

NA

Must

Yes

Visiting Properties

10

________

NA

Must

Yes

Visited Properties

10

________

NA

Must

Yes

Writing Officers

10

________

NA

Must

Yes

Counter Offers

10

________

NA

Must

Yes

Accepted Offer

10

________

NA

Must

Yes

Review Selected Homes with Buyer

10

________

NA

Must

Yes

Identify which homes to schedule a showing to Show Buyer

10

________

NA

OPEN DOCUMENTS

Name of Example

3. BUYER BROKER AGREEMENT

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

How to Explain/Sell the Buyer Broker Agreement

10

________

NA

Must

Yes

How to Resolve Concerns

10

________

NA

OPEN DOCUMENTS

Name of Example

4. UNKNOWN LENDER

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Interview Questions

10

________

NA

Must

Yes

Standards of Conduct (Expectations)

10

________

NA

Must

Yes

Originating Fee

10

________

NA

Must

Yes

Closing Costs

10

________

NA

Must

Yes

Underwriting Process

10

________

NA

Must

Yes

Second Option (If needed, another Loan Officer)

10

________

NA

OPEN DOCUMENTS

Name of Example

5. PRE-APPROVAL

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Pre-Qualification Letter

10

________

NA

Must

Yes

AUS Approval

10

________

NA

Must

Yes

Pre-Approval Data

10

________

NA

Must

Yes

Pre-Qualification Numbers

10

________

NA

Must

Yes

Pre-Approval Letter

10

________

NA

Must

Yes

Conditional Loan Approval

10

________

NA

Must

Yes

Approval Letter

10

________

NA

Must

Yes

Loan Program/Closing Costs/Lender Credit

10

________

NA

Must

Yes

Seller Concessions

10

________

NA

OPEN DOCUMENTS

Name of Example

6. FINDING A PROPERTY

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Earnest Money

10

________

NA

Must

Yes

Wire Earnest Money to Title Company

10

________

NA

Must

Yes

Search Properties

10

________

NA

Must

Yes

Saved Properties

10

________

NA

Must

Yes

CMA Properties

10

________

NA

Must

Yes

Visiting Properties

10

________

NA

Must

Yes

Visited Properties

10

________

NA

Must

Yes

Repairs/Fixing Property

10

________

NA

OPEN DOCUMENTS

Name of Example

7. REPC AND ADDENDUMS

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Purchase Price

10

________

NA

Must

Yes

Closing Costs

10

________

NA

Must

Yes

Seller Concessions

10

________

NA

Must

Yes

Deadlines

10

________

NA

Must

Yes

Signing REPC and Date

10

________

NA

OPEN DOCUMENTS

Name of Example

8. MAKING OFFERS

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Writing Offers

10

________

NA

Must

Yes

Counter Offers

10

________

NA

Must

Yes

Accepted Offer

10

________

NA

OPEN DOCUMENTS

Name of Example

9. VERIFY ACCEPTED REPC

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Title Report

10

________

NA

Must

Yes

PUD/HOA Information

10

________

NA

Must

Yes

Zoning

10

________

NA

Must

Yes

Owners

10

________

NA

OPEN DOCUMENTS

Name of Example

10. CONTRACT DEADLINES

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Under Contract

10

________

NA

Must

Yes

Due Diligence Deadline

10

________

NA

Must

Yes

Financing Deadline

10

________

NA

Must

Yes

Settlement Deadline

10

________

NA

OPEN DOCUMENTS

Name of Example

11. EARNEST MONEY

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Client Check

10

________

NA

Must

Yes

Brokerage Trust

10

________

NA

Must

Yes

Deposit at Title

10

________

NA

Must

Yes

Document

10

________

NA

Must

Yes

Earnest Money

10

________

NA

OPEN DOCUMENTS

Name of Example

12. DOCUMENTS SIGNED OFF

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Section 1

10

________

NA

Must

Yes

Section 2

10

________

NA

Must

Yes

Section 3

10

________

NA

OPEN DOCUMENTS

Name of Example

13. CONDO CERTIFICATION

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

How to Order Condo Certification

10

________

NA

Must

Yes

Cost

10

________

NA

Must

Yes

Time to Get Back

10

________

NA

Must

Yes

Transfer Fee

10

________

NA

Must

Yes

Monthly HOA Fee

10

________

NA

Must

Yes

In LItigation

10

________

NA

Must

Yes

FHA Approved

10

________

NA

OPEN DOCUMENTS

Name of Example

14. INSPECTION

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Ordering Inspection

10

________

NA

Must

Yes

Reviewing Inspection Report with Buyer

10

________

NA

15. FILE REGISTERED WITH LENDER

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Loan Disclosures

10

________

NA

Must

Yes

Loan Estimate

10

________

NA

Must

Yes

MLS Flyer Print Out

10

________

NA

Must

Yes

Insurance Agent Visit Property

10

________

NA

Must

Yes

Locking Interest Rate

10

________

NA

OPEN DOCUMENTS

Name of Example

15. APPRAISAL

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Ordering Appraisal

10

________

NA

Must

Yes

Received Appraisal

10

________

NA

Must

Yes

Fixes

10

________

NA

Must

Yes

Final Inspection

10

________

NA

Must

Yes

Signed Off Appraisal

10

________

NA

Must

Yes

Flipped Home Two Appraisals (FHA)

10

________

NA

OPEN DOCUMENTS

Name of Example

16. CLOSING

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Open

10

________

NA

OPEN DOCUMENTS

Name of Example

16. FUNDED

0

00 POSSIBLE

ACTIVITY

GRASP

OBJECTIVE

SCORE

POINTS

COMMITMENT / ACTION / STAGE

Must

Yes

Open

10

________

NA

OPEN DOCUMENTS

Name of Example