📺 YouTube Inbound — They saw the ad and called or filled out a form
What this mode is
They responded to your YouTube ad. They may not remember doing it. They didn't search for you — your ad interrupted their video and they were curious enough to click or call. Trust is lower than a warm referral. They may be skeptical. Some won't remember the form at all.
Your job in the first 20 seconds: name yourself, name why you're calling, and earn the right to keep talking. Don't ask "did I catch you at a bad time?" — say "is now a good time?"
0
📞 Open the Call
First 10 seconds. Name, company, reason.
"Hi [Name], this is Terrance Wilson with The Funding Clinic. The reason for my call — you responded to one of our YouTube ads about a cash-out refinance on an investment property. Is now a good time for a quick few minutes?"
If they say "how did you get my number?"
"You filled out a form on our landing page after seeing our YouTube ad. Want me to resend that confirmation to you?"
Say it warmly — not defensively
Offer to resend the receipt. It ends the suspicion immediately. Never sound caught off guard.
Never say: "Did I catch you at a bad time?" — studies show it reduces connection by 40%. Always say "Is now a good time?" instead.
1
🚫 Disqualify Fast — Two Questions
Do this before anything else. Saves everyone 20 minutes.
"To make sure I respect your time — is this for a property you rent out, or a home you actually live in?"
Owner-occupied = exit now. DSCR is investment property only.
"And roughly what loan amount are you looking to pull out?"
Under $100K → "Our minimum is $100,000 — at that size the closing costs wouldn't be fair to you. A local credit union would serve you better." End the call.
2
🤝 Build Trust — Two Sentences Max
YouTube leads need this early. Keep it short or it backfires.
The formula (Conversion Code)
Cobrand + Stat. One thing you align with that they already trust. One number that makes you the obvious choice. That's it. Don't over-explain — it sounds like a scam.
"I only get paid if you close. That's it — no upfront fees, no hourly rate. I'm on your side."
Why this works
The transcripts show this line lands every time. It tells them you're aligned with their outcome, not collecting a fee regardless of result. Instantly separates you from banks who charge application fees whether you close or not.
"I prefer to underpromise and overdeliver. I'm going to shoot straight with you on this call — if it doesn't make sense for you, I'll tell you."
Use this when they seem guarded
This is Terrance's natural voice — it already appears in his calls and prospects respond to it. It signals transparency before they've asked for it, which is more powerful than defending yourself after they raise suspicion.
"We've closed deals in [their state / their region] — I know how this product works in your market."
Use this for geographic credibility
Investors care whether you've done deals where their property is. If you have a closed deal in their state, say it. Alvin Blair — Georgia. Troy Hammond — Savannah. Real closed deals beat license numbers every time.
3
🩺 Dig Deep — Ask Before You Talk
You're a doctor diagnosing. Don't pitch yet.
These are your ARP pivot questions
After any wall — Rate Wall, Trust Wall, whatever — you ARP and land on one of these. Pick the one that fits where the conversation is. Ask it. Then stop talking and listen.
- "What are you looking to do with the cash once you pull it out?"
- "Do you own this free and clear, or is there still a balance on it?"
- "How long have you owned it? Is it currently rented?"
- "Have you tried going through a bank? What happened?"
- "What's your FICO score looking like — ballpark?"
If they ask how DSCR works
"Simple — as long as the monthly rent covers the monthly mortgage, the house qualifies itself."
Stop there
Don't explain the math. Don't explain the ratio. That one sentence is the entire pitch on how it works. Everything else comes later.
4
🔍 PUO — Find the Hidden No Before You Pitch
Ask this BEFORE the pitch. Never after.
"If after we go over everything and you agree it all makes sense — is there any reason you wouldn't be able to move forward today?"
What their answer tells you
"No" — Real buyer. Close hard after pitch.
"Need to run it by my partner" — Shield. ARC it now before pitching.
"Worried about the numbers" — Walk through the breakdown verbally before sending anything.
"Need to run it by my partner" — Shield. ARC it now before pitching.
"Worried about the numbers" — Walk through the breakdown verbally before sending anything.
5
✋ 5 Yesses — Read Their Words Back
Their answers. Their goals. Get five confirmations.
"So just to make sure I have this right — you own a rental in [city], it's [free and clear / has a small balance], you're looking to pull out roughly [amount] to [their goal]. You've had trouble qualifying through a bank, and you don't want to have to show tax returns. Is that right?"
Why it works
Every "yes" builds commitment. By the time you pitch, they've confirmed their own problem. You're not selling — you're solving what they already told you they needed.
6
🎯 Pitch — Solve Exactly What They Said
Feature → Benefit → Tie-down. Nothing extra.
"Here's what we do. We use the rental income on your property to qualify you — not your tax returns, not your W-2s. As long as the rent covers the mortgage, the house qualifies itself. We can pull out [amount], close in [timeline], and you walk away with [net proceeds]. No bank drama. Does that solve what you came here for?"
Stop there
Don't pitch the rate. Don't explain DSCR math. Get the yes on the concept, then move to step 7 where you walk through the numbers together — including the prepayment choice.
7
🪣 Walk Through the Numbers
Two parts. 7A happens on the call. 7B happens the moment the sheet is ready.
7A — ON THE CALL (before you hang up)
Why this happens before the sheet exists
The fee sheet gets prepared after the call — you need their info first. So right now, walk them through the structure using what you already know. Get them to pick the broker fee option before you hang up. When the sheet arrives, zero surprises.
"Before I let you go — let me walk you through what you're going to see in the email so nothing looks surprising when you open it."
1️⃣
Only thing out of pocket today
"$99 for the credit pull. Nothing else comes out of your pocket upfront."
2️⃣
Broker fee — pick one right now
"Option A: comes out of the loan, you get a lower rate. Option B: rolled into the loan, rate goes up slightly but more cash in your pocket. Which do you want me to put on the sheet?"
3️⃣
Title & state fees — not ours
"You'll see title and settlement fees on the sheet. Government transfer costs — same with any lender. We don't keep any of it."
⚖️ 7C — Prepayment penalty — ask right now while you have them
▶ SAY THIS
"One more choice on the numbers — prepayment penalty. Zero penalties, you're free to sell or refi anytime. Or commit to 3 years and the bank gives you a lower rate. Which fits better?"
Push back on penalty → ARC it: "Flexibility or the lower rate — which fits your timeline?"
"Good — I'm putting the sheet together now with [A / B] on the broker fee and [zero penalty / 3-year] on the prepayment. Sending it over now. What's the best email?"
7B — WHEN THE SHEET IS READY (call or text first — never send cold)
The rule
Prepare the sheet. The moment it's done — call or text first, then send. They already know the structure from 7A. Now you just want to be live with them when they open it so you can walk each line together. A prospect who opens a fee sheet alone and in silence will almost always panic.
▶ CALL OR TEXT FIRST — THEN HIT SEND
"Hey [Name] — your estimate is ready. I'm sending it right now. Can you pull it up while I have you? I'll walk you through each line so it's clear."
Never send and wait. If you can't reach them at send time — text them first: "Sending your estimate now — calling you in 5 minutes to walk through it."
8
✅ Close — Application on the Phone, Right Now
A sent link is not a close. A submitted app is.
Run this in order
Credit pull first — locks in the exact rate. Then the app while you have them live. Every step they do with you on the phone raises the chance they finish it.
1
Credit pull
"Before I can lock in the exact rate for your scenario, I need to pull your credit — takes about 60 seconds. Okay to do that now while I have you?"
2
Start the application
"Let's knock this out right now — takes about five minutes. I'll walk you through every field. What's the property address?"
3
Confirm the deal as you go — fill in the blanks
▶ SCRIPT — customize as you go
"So we've got [property address], you own it [free and clear / with a balance of $___]. Current rent is $[amount] a month. You're looking to pull out roughly $[amount] to [their goal]. We're going with [Option A / Option B] on the broker fee and [zero penalty / 3-year] on the prepayment. Does that all look right to you?"
Why read it back
Every detail you reflect back is something they said. Hearing their own decisions confirmed builds commitment. It also catches errors before the app goes in wrong.
⚖️ Confirm prepayment choice here if you haven't already
▶ SAY THIS
"Real quick on the prepayment penalty — zero penalties so you can sell or refi anytime, or commit to 3 years and the bank gives you a lower rate. Which fits your plan better?"
If they push back → that's an ARC, not a wall. Acknowledge → explain the trade-off → close: "Flexibility or the lower rate?"
If they hesitate on the app
"Is there any reason you wouldn't be able to move forward today?"
Then ARP or ARC what they name
Wall → ARP it. Buying question → ARC it. Either way, come back to the app.
If they can't do it live
"I'm sending the link right now. Can you get to it this afternoon or tonight? I'll text you when it's there."
"Later" is a stall. "This afternoon or tonight" is a commitment. Always give two options, never an open end.
📅 Scheduled Appointment — They booked a time slot
What this mode is
They booked a specific time to talk. That's a buying signal. They expected your call. Trust starts higher than cold YouTube inbound. Your job: confirm, reference what they gave you, and get into discovery fast. Skip the warm-up small talk — they already said yes to the call.
Before you dial: Spend 3–5 minutes looking at their form data. Note their loan amount, property city, or anything else they gave you. One specific reference = you're not another robocaller.
0
📞 Open the Call
They booked. They know you're calling.
"Hi [Name], this is Terrance Wilson with The Funding Clinic. We had a call scheduled today at this time — still good to go?"
If they seem confused or forgot
"No problem — you filled out a form about a cash-out refinance on an investment property. I just wanted to make sure I could answer your questions. Do you have a few minutes right now?"
If you have their data — use it right away
"I see you put down [amount / city / property type] on the form — is that still what you're thinking, or has anything changed?"
Why this works
Referencing their own answers separates you from every broker who called and said "so what are you looking for?" You already read the file. One data point used naturally = instant credibility.
1
🚫 Disqualify — Still Ask Both Questions
Form answers aren't always accurate. Confirm before you go further.
"Before we dive in — is this for a property you rent out, or a home you actually live in?"
Owner-occupied = exit now. Scheduled appointments still disqualify.
"And [the form said X] — is that still the loan amount you're looking at, or has that changed?"
Under $100K → "Our minimum is $100,000 — at that size the closing costs wouldn't be fair to you. A local credit union would serve you better."
2–8
🔄 Dig Deep → PUO → 5 Yesses → Pitch → Three Buckets → Close
Same sequence from here. Switch to YouTube tab for steps 2–8.
From step 2 onward
SPIN questions, PUO, 5 Yesses, pitch, Power of Choice, Three Buckets, credit pull, app — identical to YouTube flow. The opener is different. The process is the same.
"I'm sending the link right now. You set aside this time already — can we knock it out together while I have you on the line?"
Scheduled-specific close
They committed to a time slot. Referencing that commitment re-anchors them. "You already blocked off this time" is a soft social pressure that works.