Mortgage Coach teaches loan officers how to maximize today's REFI opportunity

1. To listen to the audio, join the conference call: 712-432-1001, access code
460056852#
Learn how to Maximize
Today’s REFI Opportunity

2. go to www.mortgagecoach.com

3. MC Members ask questions in CHAT

4. Dave Savage

5. Agenda
 How to get the most loans actually funded
 How to make the most profits
 How to generate the most leads
 How to win the most loans with a unique
competitive advantage

6. Introducing Today’s Experts >>>
To listen to the audio, join the conference call: 712-432-1001, access code 460056852#

7. Jeremy Forcier

8. Michael Smalley

12. LEADS ADVANTAGE
REFI
SUCCESS
PROFITS FUNDINGS

13. Most Funding CHECKLIST
1. Right funding sources
2. Take quality applications
3. Have realistic expectations personally
4. Set proper expectations with your clients
5. Right people on the right seats of the bus

14. Most Profits CHECKLIST
1. You need to price your loans right
2. You need to be able to explain loans with points
3. You need to show the total cost over time
4. You need to document debt reduction strategies
5. You need to put your proposals in writing

15. Most Leads CHECKLIST
1. Set mortgage under management (MuM) expectations with
your clients

16. 1. Mortgage under Management Expectations (MuM)
Question: What % of your clients have you set MuM expectations with?

17. Most Leads CHECKLIST
1. Set mortgage under management (MuM) expectations with
your clients
2. Organize your funnel of opportunities

18. 2. Organize your funnel of opportunities
Question: How much time do you spend organizing your funnel of
opportunities?

19. Most Leads CHECKLIST
1. Set mortgage under management (MuM) expectations with
your clients
2. Organize your funnel of opportunities
3. Call your best clients fast

20. 3. Call your best clients fast
• How many clients do you reach out to per day/week?
• What do you say to your best clients when you call them

21. Most Leads CHECKLIST
1. Set mortgage under management (MuM) expectations with
your clients
2. Organize your funnel of opportunities
3. Call your best clients fast
4. Send out RateWatch Reports to every
MuM

22. 4. Send out RateWatch Reports to every MuM

23. What every lender sends to clients

24. Consistent obvious tangible value

25. What every loan officer should be sending out

26. Most Leads CHECKLIST
1. Set mortgage under management (MuM) expectations with
your clients
2. Organize your funnel of opportunities
3. Call your best clients fast
4. Send out RateWatch Reports to every MuM
5. Personally call everyone you know

27. Win the most CHECKLIST
1. Properly position yourself with a valuable promise
– You are the expert – you know more about where rates
are going then the news
– You know how to help them make the most informed
decision

28. Brian Kludt

29. 1. Properly position yourself with a valuable
promise
• How do you position yourself?
• How do you differentiate and deliver tangible value

30. Win the most CHECKLIST
1. Properly position yourself with a valuable promise
– You are the expert – you know more about where rates
are going then the news
– You know how to help them make the most informed
decision
2. Ask the right questions

31. 2. Ask the right questions
• List the 5 most important questions and everyone on the call
will share their 5 most important questions
1. What is your current value
2. What is your current loan amounts
3. What is your current rate and details of your current
loan?
4. How old do you want to be when your home is paid off?
5. Based on your current loan – how old are you going to
be?
• After the client has answered this question you are different
than every loan officer they have spoken to and you have the
insight to deliver value that no other loan officer is armed with

32. Key Question. How are you
presenting your advice and
solutions to clients?

33. Win the most CHECKLIST
1. Properly position yourself with a valuable promise
– You are the expert – you know more about where rates
are going then the news
– You know how to help them make the most informed
decision
2. Ask the right questions
3. Present your solution in writing

34. 3. Present your solution with a Total Cost Analysis

35. Every loan officers provides these numbers

36. Now you are having a unique conversation

37. Now your delivering obvious value

38. Win the most CHECKLIST
1. Properly position yourself with a valuable promise
– You are the expert – you know more about where rates
are going then the news
– You know how to help them make the most informed
decision
2. Ask the right questions
3. Present your solution in writing
4. Present or follow up with a personal
video proposal

39. Leverage yourself with Video

40. Michael Smalley video marketing results
Sent email to 1,500 people in database
28 applications from new and repeat clients
13 emailing for more information
15 minutes of my time
Key Question: How are you currently leveraging yourself and communicating
with your clients and referral partners?

41. CREATE a Video
Press to create
a quick video
Use Zoom &
Edit to make a
great video that
creates an Aha
Press to upload moment
after you are
happy with your
video
Go to www.mortgagecoachvideo.com

42. You need to create a video to
Creating a video give
you a 100 to 1000
times leverage

43. SHARE your video
1. Put a link in your
email message
2. Embed video in your
website

44. Email your Video
See how
Jeremy is
sharing a video
with one of his
clients

45. Email from borrower after getting email

46. Homework Assignments
1. Watch 3 videos within the next hour
2. Create Total Cost Analysis within 12 hours
3. Create video within 24 hours
a. video case study
b. video proposal
Go to www.mortgagecoachvideo.com

47. Search word = refiwebinar

48. Typical LO diving for a loan

49. Typical mind of homeowner

50. Traits of the super successful
1. They earn trust quickly
2. The make complex ideas simple
3. They take action and own their results
4. They deliver tangible value
5. They leverage themselves
6. They work hard and smart

51. Mortgage Coach makes average loan officers
better and it makes good loan officers the
best in the business

52. Let me show you how we deliver results

53. Access the best sales and marketing resources
Community
Library

54. Our solutions generate leads and win loans

55. We have a solution for every selling situation
Solutions

56. More PURCHASE loans w/ Seller Buydown Flyer

57. More PURCHASE loans w/ Rent vs. Own Analysis

58. Generate REFI loans w/ RateWatch Reports

59. Win more REFI’s and PURCHASE loans w/ Total Cost Analysis

60. We train you to implement our solutions

61. We help you sharpen the saw weekly
Weekly
Coaching
Calls

62. Mortgage Coach helps you…
1. Earn trust quickly
2. Make complex ideas simple
3. Deliver tangible value
4. Leverage yourself
Having Mortgage Coach is like having a
full-time sales & marketing assistant

63. Bottom-line Mortgage Coach helps you
generate more leads, win more loans and
make more profits

64. We guarantee results, if you don’t generate an
extra 1-3 loans in your first 30 days we will
give you a full refund

65. Your going to pay for Mortgage Coach one way
or another…

66. Taking Action
• Join myself and the experts at next Tuesday’s
Coaching Call at 9 am PST
• Join Jacob on Thursday at 9 am PST for group training
• For Non-Members we have a special price for the next
24 hours
Call 800-485-7251