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The
Loan Officer Sales Process
A Leadership Workshop in Personal
Change and Developing Solid Producers
Objective
The workshop system focuses on
physically assembling an individualized marketing system, test driving it
through individual role-playing and working with a coach to enforce
accountability. There is no former-loan-officer-as-pundit giving advice
from a stage. All instructors are active in the mortgage industry.
No theory, just process.
Course Methodology
On Line - Computer Guided
or Self-Paced (Correspondence)
The individual loan originator learns
the specific needs of his or her marketplace. Instead of learning to sell
loans, template systems are used to provide solutions for referral business
partners. The originator customizes his or her plan based on what he or
she has been successful doing in the past. He or she develops a plan to
augment actual performance as a catalyst for new business patterns. Change
happens slowly.
Syllabus
- Teaching Selling Systems
to Real Estate Related Referral Sources
- Executing Niche Solutions
- First Time Buyer
System
- Investor Selling
System
- Affluent Borrower
System
- Ethnic Niche System
- Credit Repair System
- In-house Lender System
- Retail Correspondent
System
- Alternative Sources of
Business
- Financial Advisor/CPA
System
- Attorney System
- Property Manager
System
The workshop focuses on assembling a
portfolio of solutions which specifically match the needs of the target
marketplace and a plan to introduce, follow up, and cull out all but the most
promising prospects. Most top producers only have 6 - 12 top referral
sources. These systems develop stress-free business models.
- Prepare an introductory
package that accurately reflects needs of target market
- Customize Marketing
Systems that allow the loan officer to effectively manage sales efforts
- Implement Automated
Systems to insure that efforts are yielding results
- Create Time Management
Systems to maximize the amount of time spent selling
Timing
Over the course of 3 months,
approximately 1 hour each weekday will be devoted to a particular strategy and
marketing task. The system records marketing events that and results to
record progress. At the end of the 3 month period, the sales person will
have a defined marketing plan, contacts, follow up strategy and template for
success.
Materials Provided
Since 1992 - The ORIGINAL Loan Officer
Boot Camp
We have been teaching the Loan Officer
Boot Camp since 1992 - long before most other instructors and companies were
even in the mortgage business. The Boot Camp concept is not for everyone.
It requires commitment on the part of the student to be an active learner, and
to be interested in being a highly professional, ethical, career-minded lender.
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