FAP Discovery Call Script

You:

Hi , this is  with Integrated Home Solutions… How are you? 

<Wait on Response>

You:

You scheduled an appointment for  today regarding the upcoming foreclosure sale on … Is this still a good time?

Homeowner:

Yes

You:

Perfect. Before we start, I do have to let you know that all calls are recorded and monitored for quality assurance, ok?

<Wait on Response>

You:

Ok, great… You were communicating with one of our Team Member by Text and stated that you’re looking to <Keep / Sell> your home… is that correct?

Homeowner:

Yes / No

WHO WE ARE & PROGRAM OVERVIEW

You:

Ok, I understand. Before we get into the details, let me tell you a little bit about who we are and how we help.

Again, my name is <Your Name>… I’m one of the Foreclosure Assistance Consultants with Integrated Home Solutions. We are a Community Development Corporation that focuses on helping distressed homeowners after a foreclosure has been stopped, by working with them and their lender to pursue mortgage reinstatement and long-term resolution.

We do that through what we call our Foreclosure Assistance Program, which consists of three stages:

1. Regaining control of the foreclosure timeline

2. Working with your lender to pursue mortgage reinstatement

3. Helping you establish a plan to foreclosure-proof your mortgage moving forward

All three stages are included in our Foreclosure Assistance Program.

Now, I do want to be very clear upfront — we are not attorneys, we are not a law firm, and we are not bankruptcy petition preparers. We do not provide legal advice, and we do not file bankruptcies for homeowners…

Again, we are a Community Development Corporation with over 22 years of real-world experience helping homeowners work through some of the most difficult financial situations they’ll ever face and working directly with most lenders throughout the country. We understand the rules, processes, and documentation lenders require — and more importantly, how to position your file so reinstatement is handled correctly, efficiently, and successfully.

Our goal is not just to help you get caught up, but to help you put a long-term plan in place to foreclosure-proof your home so you don’t end up back in this situation again.

What I need to do now is ask you a few questions about your specific situation to determine if you Qualify for the Program and see if we can help. Is that ok?

Homeowner:

Yes / No

You:

Great.

DISCOVERY & QUALIFICATION

*Remember to show compassion & empathy while homeowner answers.

How long have you been in foreclosure… or when was the last time you made a payment that was accepted by your lender?

What caused you to get into that situation… were you affected by the pandemic, illness, job loss, loss of a borrower, or divorce?

You:

Oh wow… I’m really sorry you went through that.

Are you doing better now or have you recovered? Are you back to work full-time?

Homeowner:

Yes / No

You:

Are you currently working full-time?

Homeowner:

Yes / No

So if your lender were to reinstate your mortgage, would you be able to comfortably afford the monthly payments again?

Homeowner:

Yes / No

INCOME & AFFORDABILITY ANALYSIS

If No, homeowner:

• Has not recovered

• Is not working full-time

• Cannot afford the payment

You:

Ok, I understand.

Next question… how much is your monthly mortgage payment including taxes and insurance?

Homeowner:

Provides amount or doesn’t remember

You:

If they don’t remember, ask for an approximate amount.

Ok, got it.

And lastly, are you the only income provider for your household?

Homeowner:

Yes / No

You:

And what is your gross monthly household income? That’s your income before taxes or deductions.

Homeowner:

Provides gross income

You:

And what is your the estimate of your Total Monthly Expenses? That like your car payments, utilities, water, phones, internet, credit cards etc.

Homeowner:

Provides estimated total monthly expenses

You:

Ok, give me one moment while I calculate this…

Calculation Rule:

Monthly Mortgage Payment÷ Gross Monthly Income = Front End DTI

• Less than 45% = sufficient income (DOES QUALIFY)

• More than 45% = insufficient income (DOES NOT QUALIFY)

Estimated Total Monthly Expenses (including Mortgage Payment) ÷ Gross Monthly Income = Back End DTI

• Less than 49% = sufficient income (DOES QUALIFY)

• More than 49% = insufficient income (DOES NOT QUALIFY)

IF NOT QUALIFIED

You:

Based on what you’ve explained, it doesn’t look like you have enough income at the present time to support a reinstated mortgage.

Now, if you believe your income would increase within the next 30–60 days after stopping the foreclosure, we can escalate your file for a possible override.

However, if your income will likely remain the same, we would strongly recommend that you consider selling your home prior to the foreclosure sale date.

If your home qualifies, we may be able to help by purchasing it — but we’d need to submit for approval first.

Would you like me to send you the Home Offer Request Application?

If Yes:

Tag Contact: Home Offer Application

Explain next steps.

If No:

I completely understand and respect your decision. Our goal is to help you make the best financial choice for your situation.

IF QUALIFIED

You:

So just to confirm again…

• You’ve recovered

• You’re working full-time

• You can afford the mortgage payment if reinstated

If confirmed…

Based on everything you’ve shared, it looks like you do qualify for our Foreclosure Assistance Program after the foreclosure has been stopped.

Now, I want to explain something very important so there’s no confusion.

• We are NOT attorneys

• We do NOT file bankruptcies

• We do NOT prepare bankruptcy paperwork

That decision — and that process — would be entirely up to you to complete on your own if you file Pro Se, or whatever resource you choose to use.

Again, most of the homeowners we worked with do chose to file an Emergency Chapter 13 on their own Pro Se because it:

• Typically stops the foreclosure immediately

• Created time and leverage

• Allowed them to re-engage with their lender

• By filing it on their own, it Saved them Thousands from hiring a Bankruptcy Attorney.

*If you’d like to get more information on Bankruptcies and how you can file on your own, you can find and visit your bankruptcy court website online by visiting: https://uscourts.gov/federal-court-finder

*OR, you can watch a quick YouTube video at: https://geni.us/SFCYT

I’ll text you both of these links immediately after our call.

Once the foreclosure is stopped — that’s when we step in to Take it from there… 

We’ll work with you to complete your onboard into our program and begin working with you and your lender to:

• Complete the full mortgage assistance application

• Get the Lender Required-Documentation Successfully Submitted

• Follow Lender-Specific Rules and Timelines

• Pursue Reinstatement Efficiently and Correctly

Now, we do want to be clear — we have to legally tell you that because we do not control your lender, We Cannot Guarantee Reinstatement.

What we can say is that based on the information you’ve provided, there is an Extremely High Probability that you would be approved — we just can’t legally guarantee it. Does that make sense?

PRICING OPTIONS

You:

Now let’s talk about the cost of the Program and working with us after the foreclosure has been stopped.

Option 1: Hire a Bankruptcy Attorney Only

• First Option is to hire a Bankruptcy Attorney. A Bankruptcy Attorney would only give you some legal advice and get the Bankruptcy filed… but the most important Step (Getting Your Mortgage Reinstated) would all be on you to try to complete again.

  And regardless if you needed to go through a 3 or 5 year Bankruptcy Plan or not, in most cases, they would recommend you do that because that’s how they get paid.

  And lastly, they charge a small up-front fee of approximately $1,000 – $1,500 but you’d still owe their entire fee on the back end, which on average is $6,000 – $10,000.

Option 2: Work With a Community Development Corporation Like Us

Second Option is to use a Community Development Corporation, Like Us. We’ll work with you with what we discussed today to help you get your mortgage reinstated…

And we offer 2-Payment Options to help you:

• We have a Payment Plan which includes an Initial Up-Front Payment of $1,840.00 then 5 Additional Monthly Payments of $740.00 that start 30-days after your initial payment. That’s a total cost of $5,540.00

You would just need to make the first payment of $1,840.00 so you can get started.

–OR–

‣ You can Pay One Single Payment of $3,600.00 which would save you about $2,000.00 off of the payment plan and still includes everything mentioned in the program.

Option 3: Do Everything Completely On Your Own

This is always an option, and you’re not required to hire anyone.

This can absolutely be done on your own like you may have already attempted to do before —

The challenge is that right now – you have limited time… You have To get it done right this time and hope that there are no issues or denials working with the lender again so you don’t ultimately lose your home.

With that being said, which option would you like to go with?

Homeowner:
Do it on my own.

You:
Ok, I completely understand. If you change your mind or have any questions, please don’t hesitate to reach back out to us.

Homeowner:
I’d like to go ahead and have your help me.

You:
Ok, Excellent… Let’s go ahead and get the process started!

ONBOARDING & CLOSE

***Let me quickly verify that we have the correct email on file for you.***

I have your email as <Homeowner’s Email>
Is that correct?

<Update the Homeowner’s Email if Necessary>

Got it! I’ll Email you access to our Client Portal where I’ll help you complete the application… it should only take about 15-20 minutes… Is that ok?

Tag: Send FAP Application – Client Portal

Once the Application is submitted, we’ll send you confirmation that it’s been completed. Your next Important Step would be to get that Foreclosure Stopped Immediately.

Once you’ve Stopped the Foreclosure, we’ll need you to text the word “FAP READY” to us right away so we can complete your onboarding and get on to helping you get your Mortgage Reinstated.

Did you have any questions for me at all?

Homeowner:
Yes <Answer any Questions using the FAQ>

If No…

You:
Ok, one last thing…

We also place an extremely high emphasis on Client Communication. We believe in Over-Communicating so that you’re always aware of what’s going on and where you’re at in the process.

With that said, because we are on back to back calls with Homeowners throughout the day, the best and fastest way to communicate with us is via text message @ (888) 290-2826 which is our Client Communication Number… and I’ll send you a text you from that number now so you can lock it in your phone.

If you every have questions or need anything, simply send us a request and we typically respond or call you back usually within 15-20 minutes but no later than 24-hours…

But we definitely make it a priority to be accessible to you Monday – Friday from 10AM – 6PM Eastern Time.

How does that sound?

Homeowner:
Sounds Good

You:
Ok, Great… Let’s go ahead and Get Started with Your Application!