The following guest sits down with host Justin White:

•   Scott Valins – Co-founder and CEO, Go Rascal


How to Hit a Home Run on the First Phone Call Without Swinging for the Fences

With a degree in psychology from an Ivy League school and 20 years in the mortgage business, it’s no wonder Scott Valins knows how to set the right tone with borrowers. How do you make a lasting impression on the first phone call? Tune into Episode 57 of Good. Better. Broker. as we learn Scott’s approach to winning over borrowers and potential recruits for his company, Go Rascal.

In this episode of the Good. Better. Broker. podcast, you’ll find out how to put borrowers at ease by coming from a place of authenticity.


In this episode, we discuss ...

•   2:14 – What Scott defines as a home run in the first phone call with a borrower
•   4:26 – Scott on the importance of human interaction in the loan process
•   6:06 – Why Scott will quote rates without getting information from borrowers
•   7:11 – How Scott gets referrals from borrowers he doesn’t help
•   8:55 – How soft skills and not trying to sell have helped Scott become a top producer
•   10:02 – Scott’s approach to helping his LOAs in the first conversation with a borrower
•   12:49 – How Scott sets up every call to be a win even if it doesn’t lead to business
•   14:42 – How Go Rascal’s brand aligns with Scott’s approach to borrower calls
•   15:41 – Scott on how you can do cold outreach without being overly aggressive
•   18:29 – Why Go Rascal doesn’t target LOs who work for megabanks


Show Contributor:

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Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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