Mortgage Banker Brad Roche Delivered Keynote Speech at Real Estate and Mortgage Mastermind 2016

Christine Press Release

Brad Roche, Mortgage Banker with Element Funding, was a Keynote Speaker at the Real Estate and Mortgage Mastermind 2016 on June 8.

The event was held at the Palms Resort in Las Vegas from June 6-9, 2016 and brought together real estate agents, mortgage originators and industry managers and executives to learn from the top real estate and mortgage producers and coaches in North America.

In his address Roche outlined the systems he developed and used to close over 170 loans within the first year of relocating to a new market. At the heart of his systems are strategies that provide outstanding service to clients that differentiate from the typical lenders that are focused on just getting the deal closed. His systems leverage client satisfaction with a proven process to grow the business rapidly through referrals.

Other Mastermind 2016 keynote speakers included Tony Robbins, Barry Habib, Mike Ferry, Dave Savage, Tim Braheem and over 30 Top-Producing real estate agents and elite loan originators.

Roche said, “Loan Originators that are interested in increasing their production need to have good systems in place to help create the best opportunities, convert those opportunities into clients and be able to effectively provide great service.” He continued, “Systems that give clients a happy and memorable experience differentiate us from other lenders and lead to a much higher referral level, even before the loan is closed.”

Dave Savage, Founder of Mortgage Coach, based in Irvine, California, echoed Roche’s statement about the importance of providing a great customer experience, “In today’s digital world, families expect transparency and an educational experience in their mortgage transactions. Loan officers need to have appropriate tools, hopefully on a mobile platform, so they can demonstrate commitment to their customers and the value of their role in the process.”

In his address at Mastermind 2016, Roche covered highlights of his mortgage origination success formula and systems that have recently been packaged and made available to loan originators that want to grow their business, whether they are just starting out, or are experienced loan officers. The complete system is called, “Before, During and After,” which refers to the business success growth strategies that are applied at each stage of mortgage client engagement. A set of tools, systems and strategies are provided for each stage that create and automatically connect with referral partners and guarantee client satisfaction beyond the norms of the mortgage industry.

Brad Roche is a mortgage banker and loan originator for Element Funding in Charlotte, NC. He has been a loan officer for twenty-one years and has been ranked as one of the top 1% of all mortgage originators in the United States by Mortgage Executive Magazine from 2012 through 2015. He also was named among National Mortgage Professional Magazine’s 40 Most Influential Mortgage Professionals Under 40 for 2015. Roche is a bestselling author and has a weekly radio show that is broadcast in North and South Carolina by four stations including affiliates of CBS, Fox and ESPN. Roche is the Area Manager of the Carolinas for Element Funding, which currently has four area offices. He is widely known as “The Mortgage Planner” and is also coaching Mortgage Planning Systems to a select group of Loan Originators nationwide.

For more information about Brad Roche or the “Before, During and After” system, visit http://www.MortgagePlannerMarketing.com.

Media Contact
Company Name: Nations Media Group
Contact Person: Bill Kopatich
Email: BillK@NationsMediaGroup.com
Phone: 704-625-0097
Country: United States
Website: //www.nationsmediagroup.com
Information contained on this page is provided by an independent third-party content provider. Frankly and this Station make no warranties or representations in connection therewith. If you are affiliated with this page and would like it removed please contact pressreleases@franklyinc.com


//ww.abc6.com/story/32265861/mortgage-banker-brad-roche-delivered-keynote-speech-at-real-estate-and-mortgage-mastermind-2016

Here’s where mortgage companies should invest in tech to reach Millennials

Christine Press Release

logo5 areas to consider

June 7, 2016 – Kristin Messerli

[Editor’s note: This is a third-party blog. HousingWire did not coach the author and does not make/endorse any recommendations included therein.]

Millennials and the general market, alike, adjusted their approach to purchasing decisions, along with their expectations of a good service experience.

We all expect to be empowered through our lenders to make informed decisions through mobile and digital communication. If convenient options are not available, we’ll find someone else who offers them.

Today’s consumers want options, and companies must innovate in order to remain competitive.

In the transportation and hospitality industry, we witness the speed with which consumers flock to online platforms.

Companies such as Uber and Airbnb utilize digital technology to turn entire industries on their heads, and drive out all major competitors.

Listed below are five areas lenders must consider in developing a modern lending experience.

I include examples of companies that provide services in each area in order to provide some additional guidance and context. However you should research all available options to identify which technology company is best suited for you.

(Disclosure: Companies listed are not clients of mine and did not pay to be included).

1. Marketing

Approximately 80% of consumers are starting their home buying search online and over half from their mobile devices. Utilize digital marketing to reach your consumers where they are, and ensure your online presence exhibits the image you want to convey to your prospective customers. Most Millennial consumers will research you personally online before choosing to contact you.

First, assess your personal and business social media profiles to make sure they accommodate the nuances that convey trust and expertise. You can review a list of “do’s and don’t’s” in this handout.

Second, build your customer reviews page. Testimonials influence Millennial decisions, so ask for a review after every closing. More reviews are always better (A few negative reviews are expected).

Third, consider hiring a professional to manage your digital marketing strategy (or give it a shot yourself!) and utilize advertising channels such as Facebook Ads and Google Adwords to distribute compliant ads to a targeted audience.

Lastly, companies should consider utilizing software to encourage employee engagement.

2. Education

Companies should adopt technology that allows them to deliver information digitally to their consumers.

Millennials are heavy researchers and want to access as much information as possible online to become informed consumers.

As digital natives, we spend approximately 1,200 hours annually online (nearly half of which is from our mobile devices). Therefore, education should be delivered in our native tongue: digital and mobile.

Companies like Mortgage Coach—which was named the number one mortgage app by USA TODAY—provide loan officers with the ability to share and compare purchase and loan options through their Total Cost Analysis app.

The home-buying process is complex, and the average consumer lacks knowledge of widely used mortgage industry jargon. Applications such as Mortgage Coach allow consumers to review mortgage information in a more digestible way in a digital format we understand. Mortgage industry professionals should utilize tools that allow consumers to:

  1. Review their options independently from the loan officer
  2. Demonstrate obvious transparency around rates and their loan options
  3. Deliver personalized videos that walk the borrower through their options
3. Customer mobile application (front-end user experience)

A major key to success for the loan officer is providing information to consumers in a convenient way throughout the borrower experience.

While today’s borrowers want a personal relationship with their loan officer, they have become accustomed to having immediate access to information and service. By providing customers with a mobile app, you can increase your productivity by leveraging the app’s capabilities to provide improved information, along with improving the overall customer experience through convenient access.

Utilizing a mobile app like Simple Nexus allows the borrower to share his/her information (securely scan documents, complete application, etc.), quickly connect with their loan officer, receive up-to-date pricing information, and retrieve status updates on their loan—all conveniently from their cell phone.

Most companies like Simple Nexus are inexpensive for lenders to use and provide immediate value to the consumer and loan officer. Companies that take advantage of enterprise options and encourage their use throughout their businesses typically observe improved compliance and a reduction of individual costs.

4. Loan origination system (LOS) software

As most of us know, the total cost of doing a loan from A to Z surged from $1,100 to $7,747. Loan origination systems are archaic compared to others industries. There are hundreds of tasks people in a lending institution do manually today, which could be improved through technology.

Companies like cloudvirga are creating systems that improve the origination process through innovative technology. Cloudvirga’s Chief Operating Officer, Kyle Kamrooz, stated, “Millennials don’t just need more transparency or a clean way to upload documents. They need those types of capabilities, but if you don’t fix the lender, it will still take 39 days to close.”

5. Customer Satisfaction Measurement

In the business world today, marketing is all about building loyal customer relationships and generating referrals through exceptional, educational digital experiences. Millennials, in particular, are highly inclined to offer business referrals to individuals in their network when they have had a positive customer experience.

For example, according to a BCG study, Millennials are far more likely than Baby Boomers to share their support for a brand on social media with 52% saying they will post “likes” for a brand.

Instead of blindly guessing at what areas are effective, find ways to evaluate your methods.

Ask your customers to always leave a customer review on Yelp, Zillow and Linkedin and take note on what areas your customers comment about. Also ask for personal feedback where they can provide honest and open commentary about their experience.

For a more thorough approach, consider software like MortgageSAT, which measures customer satisfaction and provides insights as to what areas can be improved among everyone involved with the consumer’s process.

One of the Founders of MortgageSAT, Garth Graham, who is also a Senior Partner for STRATMOR, states, “These insights have guided companies to change their company culture and adjust their customer experience, which has driven big results. Having a standard way to measure customer satisfaction among all people involved in the loan process makes everyone accountable to driving a better process for the customer.”

Given the recent growth in the Millennial homebuyer market, it should be clear to your business that the Millennial homebuyer presents the next great wave of opportunity for mortgage lenders.

If you want to position your business to ride this wave and capitalize on this new market ahead of your competitors, make sure that you are making changes to your marketing and business strategies in a way that clearly aligns with the areas that Millennial homebuyers care most about.

While the aforementioned millennial outreach strategies may require an upfront investment in terms of additional time and money, the return on your investment will be significant.
 


 

Kristin Messerli 2Kristin Messerli is the managing director of Cultural Outreach Solutions, specializing in helping companies in the mortgage industry better reach and serve Millennial and multicultural homebuyers through marketing, customer service and recruitment strategies. She is currently rolling out the first Millennial-focused product to empower loan officers through cutting-edge training and marketing solutions. Contact kristin@culturaloutreach.net for more information.

USA TODAY awards Mortgage Coach app top honor for focus on providing the best possible mortgage education.

Christine Press Release

Mortgage Coach, mobile app innovator, shared today that their flagship mortgage education solution was featured in USA Today as one of five must-have real estate apps when looking for a home.

IRVINE, CALIFORNIA (PRWEB) – JUNE 06, 2016

Mortgage Coach, mobile app innovator, shared today that their flagship mortgage education solution was featured in USA Today as one of five must-have real estate apps when looking for a home.

“We thank the thousands of dedicated mortgage professionals who provide clear mortgage advice every day with our app, delivering millions of Total Cost Analysis experiences, who made this honor possible. Mortgage Coach subscribers provide clear options and advice to help people make a confident mortgage decision,” shared Dave Savage, CEO of and founder of Mortgage Coach. “This was not a paid ad or sponsored content, but rather a team of journalists who did the research and understand just how impactful the right apps can be in the modern home buying experience; and specifically, the importance of education Mortgage Coach uniquely enables when making the purchase commitment.”

Mortgage Coach lenders can be found in all 50 states and many of the most trusted and fastest growing lenders in the country depend on Mortgage Coach. PrimeLending, a national mortgage loan originator, has provided the Mortgage Coach app to every one of their more than thirteen hundred mortgage professionals for years. “There is no better competitive advantage than delivering the best customer service. Mortgage Coach helps our professionals deliver customized, detailed and easy-to-understand guidance to borrowers in every conversation. I’m not surprised to see trusted media sources like USA TODAY recognize the innovation behind the Mortgage Coach app, we experience first-hand the benefits using the app experience to more effectively communicate our message and brand,” said Scott Bristol, President of PrimeLending.

Nikki Groff, a long time user of Mortgage Coach, top-producer, and Chief Marketing Officer at Wallick and Volk, a lending brand that has been in business since 1932, shared “All of our mortgage advisors use the Mortgage Coach app to provide education to our clients. Seeing the USA TODAY article reaffirms how everyone searching for a home can be positively impacted by the use of mobile apps and how professionals like ours are making the purchase process easier by using the best available mortgage technology.”

“One of the reasons Mortgage Coach works so well is everyone has a smart phone. This is not an app for just one group of people. No matter what place, age, technical confidence, or previous education, with a Mortgage Coach Total Cost Analysis, everyone involved is able to understand the short and long term benefits of each type of mortgage. Anyone can open the app and get the information they need to make the right mortgage part of their financial plan,” stated Mike Hardwick, CEO of Churchill Mortgage.

Mortgage Coach releases updates to the native app experience often, ensuring that this article and honor is only one of many more to come. “Our dedication to creating innovation to help people achieve the dream of homeownership confidently is unwavering. From new capabilities added to our flagship app, like real-time video narration updates, to entirely new app experiences, such as our My Nest home shopping camera app, our team will keep working to find new ways to modernize the mortgage experience.” added Joe Puthur, President of Mortgage Coach. “Even with accolades like this one from USA TODAY, we still have a long way to go in accomplishing our commitment to help everyone make a confident mortgage decision. That said, of the top 1% of professionals, 34% are Mortgage Coach subscribers, and that is a very clear testament to the importance of the educational experience we provide and our rapid progress toward helping all lenders step into the future.”

The article featuring Mortgage Coach – “First-time home buyers face a complex and ever-changing market: Here’s a guide.” Information and innovations you need to know about before purchasing a home “ can be found here Published May 19th 2016.


http://www.prweb.com/releases/2016/06/prweb13462163.htm

#1 Loan Comparison App as featured in USA TODAY

Christine Press Release

Key_USA today

USA TODAY awards Mortgage Coach app top honor for focus on providing the best possible mortgage education

May 19, 2016 – Mortgage Coach, mobile app innovator, shared today that their flagship mortgage education solution was featured in USA TODAY as one of five must-have real estate apps when looking for a home.

“We thank the thousands of dedicated mortgage professionals who provide clear mortgage advice every day with our app, delivering millions of Total Cost Analysis experiences, who made this honor possible. Mortgage Coach subscribers provide clear options and advice to help people make a confident mortgage decision,” shared Dave Savage, CEO of and founder of Mortgage Coach. “This was not a paid ad or sponsored content, but rather a team of journalists who did the research and understand just how impactful the right apps can be in the modern home buying experience; and specifically, the importance of education Mortgage Coach uniquely enables when making the purchase commitment.”

Mortgage Coach lenders can be found in all 50 states and many of the most trusted and fastest growing lenders in the country depend on Mortgage Coach. PrimeLending, a national mortgage loan originator, has provided the Mortgage Coach app to every one of their more than thirteen hundred mortgage professionals for years. “There is no better competitive advantage than delivering the best customer service. Mortgage Coach helps our professionals deliver customized, detailed and easy-to-understand guidance to borrowers in every conversation. I’m not surprised to see trusted media sources like USA TODAY recognize the innovation behind the Mortgage Coach app, we experience first-hand the benefits using the app experience to more effectively communicate our message and brand,” said Scott Bristol, President of PrimeLending.

Nikki Groff, a long time user of Mortgage Coach, top-producer, and Chief Marketing Officer at Wallick and Volk, a lending brand that has been in business since 1932, shared “All of our mortgage advisors use the Mortgage Coach app to provide education to our clients. Seeing the USA TODAY article reaffirms how everyone searching for a home can be positively impacted by the use of mobile apps and how professionals like ours are making the purchase process easier by using the best available mortgage technology.”

“One of the reasons Mortgage Coach works so well is everyone has a smart phone. This is not an app for just one group of people. No matter what place, age, technical confidence, or previous education, with a Mortgage Coach Total Cost Analysis, everyone involved is able to understand the short and long term benefits of each type of mortgage. Anyone can open the app and get the information they need to make the right mortgage part of their financial plan,” stated Mike Hardwick, CEO of Churchill Mortgage.

Mortgage Coach releases updates to the native app experience often, ensuring that this article and honor is only one of many more to come. “Our dedication to creating innovation to help people achieve the dream of homeownership confidently is unwavering. From new capabilities added to our flagship app, like real-time video narration updates, to entirely new app experiences, such as our My Nest home shopping camera app, our team will keep working to find new ways to modernize the mortgage experience.” added Joe Puthur, President of Mortgage Coach. “Even with accolades like this one from USA TODAY, we still have a long way to go in accomplishing our commitment to help everyone make a confident mortgage decision. That said, of the top 1% of professionals, 34% are Mortgage Coach subscribers, and that is a very clear testament to the importance of the educational experience we provide and our rapid progress toward helping all lenders step into the future.”

read-here

Golden Empire Mortgage (GEM), a Game Changer for Loan Officers

Christine Press Release

BAKERSFIELD, Calif. – May 18, 2016

GEM Mortgage, a division of Golden Empire Mortgage (GEM), has been of the most respected lenders in the mortgage industry for nearly 30 years. The GEM business philosophy holds true that all consumers deserve access to credit, where “our customers are our business” is the cornerstone for excellence and it is a company where mortgage professionals can find great success.

Joe Ewens, GEM’s Executive Vice President of Production is actively recruiting talented loan officers. “GEM wants experienced top producing loan officers. We have a unique culture for experienced loan originators and have all the tools top producers need to exceed their expectations for success.”

GEM helps homebuyers achieve the American Dream of Homeownership. GEM has a business philosophy that all consumers deserve access to credit and we are committed to funding loans in a timely manner. “GEM isn’t just about mortgages and home lending. GEM is about people, and building lasting customer relationships and that is part of what we can offer top producers,” Ewens added.

“GEM Mortgage understands the importance of proper and consistent training,” says Ewens. “We believe that there is always something new to be learned, which is how we remain competitive and effective. GEM has a corporate trainer who will introduce you and your team to GEM through continued in-branch or remote training as needed.” GEM also offers Mortgage Coach to all of its mortgage professionals. “At GEM we have found that well informed and well prepared employees, make for satisfied customers. We achieve this through integrity, knowledge and state of the art technology. Mortgage Coach provides a vast array of tools to mortgage professionals – everything from investment strategies, live presentations, intelligent alerting as well as video and social engagement. This is a game changer for the serious mortgage professional,” Ewens adds.

Branches and Originators at GEM also have access to its In-House Marketing Agency to consult on a variety of marketing ideas and available tools/services to support business. From database-driven marketing campaigns to co-branded materials, even custom made collateral, there are dozens of ways GEM helps its originators build business and reinforce existing relationships. In addition, its in-house marketing agency works to build brand awareness in local markets.

GEM’s Marketing Department offers a wide variety of marketing tools and strategies, including newsletters, flyers and direct mail campaigns, customized to meet the specific needs of loan officers and branch managers. GEM also supports its mortgage professionals with state of the art technology offering a vast array of tools – everything from investment strategies, live presentations, intelligent alerting as well as video and social engagement,” said Ewens.

GEM isn’t just about mortgages and home lending. GEM is about people, and building lasting customer relationships. We are committed to your success.

Take your career to the next level and find out more about the professional opportunities at GEM by contacting Joe Ewens at 661-328-1600.


//www.mortgagedaily.com/pressreleases/Gem051816.asp

LoanLogics Integrates with Mortgage Coach to Enable Powerful Conversations with Borrowers, Instantly

Christine Press Release

TREVOSE, PA – April 20, 2016

loan-logicsIn minutes, originators can create presentations that help borrowers understand all of their mortgage options on their favorite mobile devices.

LoanLogics, a recognized leader in loan quality management and performance analytics, has integrated its LoanDecisions™ Product Eligibility and Loan Pricing platform with mobile application provider Mortgage Coach and their interactive app experiences that are trusted by millions of consumers. After the originator prices a loan scenario in LoanDecisions, the details are seamlessly updated in Mortgage Coach, creating engaging interactive loan comparison presentations that clearly explain all of the borrower’s eligible loan options.

“Diamond Residential Mortgage provides all originators Mortgage Coach to ensure every borrower has the best possible mortgage advice with a clear presentation. With the integration from LoanDecisions, any loan option can be instantly presented accurately and clearly, increasing the speed of commitment, allowing us to help more families everyday,” shared Paul Diamond, President of Diamond Residential Mortgage.

Mortgage Coach illustrates investment strategies, such as asset accumulation and term reduction, that help originators educate their borrowers on how a mortgage aligns with their personal financial goals. This innovative integration, now available within LoanDecisions, helps any mortgage professional create a great presentation fast, replacing a number of steps that traditionally take time with a single click. Overnight, lenders with thousands of professionals can ensure their clients and prospects can make informed decisions.

“Mortgage Coach presentations bring loan options to life with intuitive, easy to use mobile apps, interactive charts, and video narration,” shared Joseph Puthur, President of Mortgage Coach. “The result is that borrowers understand mortgages far better than has been possible in the past. When borrowers are more comfortable and confident, client satisfaction increases and referrals for our clients grow.”

With this integration, mortgage originators will have access to a powerful suite of presentations and mobile app experiences right at the point where eligible loan product pricing is presented. Originators can view and illustrate all loan options effortlessly in LoanDecisions, having every option in front of borrowers in seconds. “Our integration with Mortgage Coach enables originators to demonstrate the options borrowers have and the merits of each. Now, borrowers working with our clients’ mortgage professionals can more confidently make an informed choice, the choice that is the best for them,” said Matt Thoman, LoanLogics Product Manager of Origination Technologies. “We are committed to ensuring that our clients have the best possible tools to maximize their results.”

About LoanLogics

LoanLogics was founded eleven years ago to improve the transparency and accuracy of the mortgage process and improve the quality of loans. LoanLogics serves the needs of residential mortgage lenders, servicers, insurers, and investors that want to improve loan quality, performance and reliability throughout the loan lifecycle. It develops advanced solutions that help clients validate compliance, improve profitability, and manage risk during the manufacture, sale and servicing of loan assets. Achieving these goals was the motivation in the development of the industry’s first Enterprise Loan Quality and Performance Analytics Platform. To learn more, visit www.loanlogics.com.

About Mortgage Coach

The Mortgage Coach suite of enterprise online and mobile applications enhance the conversation between the borrower, mortgage professional, and Realtor, enabling a confident mortgage decision. Thousands of banks and lenders rely on Mortgage Coach to turn borrower education into a competitive advantage. With Mortgage Coach technology financial and real estate professionals provide clearly illustrated mortgage options with detailed financials, charts, video narration, and live updates on any device ensuring an informed home loan choice. Bring mortgage advice to life. Learn more, visit www.mortgagecoach.com.

Press Contact
Matt Strickberger
Managing Partner
On Point PR and Consulting LLC
908-967-9964
mstrickberger@onpoint-pr.com


http://loanlogics.com/pr_mortgage_coach.html

Jeremy Forcier: Killer Scripting to Win Realtor Relationships

Christine Strategies

Jeremy Forcier shares his high-impact insights on how to get appointments with Realtors and how to lock down those relationships:

JFStrategies2If you aren’t cold (or warm) calling Realtors weekly, you’re losing market share. That’s a simple fact! Realtors are not going to just come to you. You need to be a proactive force in the marketplace!

So, how do you overcome call reluctance?

  1. Make it a game so it’s not cold-calling
  2. Be crystal clear on why you are calling! If you know why you’re calling and what you’re going to say, then it’s a lot easier getting the courage to make the call and you’ll be much more confident on the call when you go for the appointment.

When calling a Realtor, your goal should be one of three outcomes in this short 2-minute call:

  1. Schedule an appointment
  2. Invite them to something
  3. Ask them a question, and then give them information on the question you asked

Here’s an example of one of Jeremy’s calls:

Jeremy: Hi, is this Dave?

Agent: Yes, this is him!

Jeremy: This is Jeremy Forcier from People’s Home Equity. I don’t want to take up too much of your time. I just wanted to touch base with you because next Thursday I’m throwing an event where we’re going to have a speaker—his name is Dave Savage—he’s an industry leader and we’re going to have him come in and show Realtors how they can convert up to 50% more leads from their Open Houses. If you’re interested in coming and closing an extra 5-10 transactions this year, I’d love to see you there!

Agent: You’re about the 5th loan officer this week whose called me to ask me to attend an event. I’m pretty busy. Why should I come to this event?

Jeremy: Here’s the thing. This is where I think a lot of loan officers go wrong is that I don’t know you, you don’t know me, but I do know this. You’re a top agent, and I’m the top loan officer in the area. I think good people need to know good people. I won’t waste your time. If you don’t want to attend the event, that’s okay, but what I’d like to do is schedule a 15-minute appointment with you. I’d like to see if I can learn a little bit about your business and if I can have the opportunity to help you close more business this year, I would love that opportunity!

Agent: No, I’m just too busy.

Jeremy: I totally understand. I’m very busy myself, so what I’m going to do is shoot you over an email with a few times I have open when we can meet, but if there is anything I can help you with in the meantime, feel free to give me a call and I’ll hop right on it.

5 Realtor Questions

What do you ask the Realtor once you have that meeting?

  1. Where are you having the most success in your business today?
  2. What is your biggest pain or challenge in the business today?
  3. What are the top 3 things you need from a lender?
  4. What could be better with your current lender relationship?
  5. Unique and valuable promise + Would that be interesting to you?

Jeremy’s promise: “If referring a home buyer to me would actually increase your lead conversion and save you a few phone calls, would that be interesting to you?”

While asking the realtor these questions and providing your unique and valuable promise, keep the following in mind:

  1. Be really present…be an active listener…this is not the time to just think about the close.
  2. Reiterate their answers to these questions

For example, Jeremy says:

I think it’s great you are having a lot of success with listings right now especially “with right-sizing” your clients. I see that as an opportunity in the marketplace and it’s great to know you’re taking advantage of it!

Your biggest pain and challenge is inventory. It’s the big elephant in the room, but I think you’re doing all the right things in trying to create more inventory and I think I have some ways I can help you with that.

The top 3 things you need from a lender…what I really heard from you, is that you need “communication, communication, communication”! (“no matter what they say, I always say ‘communication’”)

[pause]

That’s great! I am so passionate about communications. Obviously you already work with a great lender because you’re a great agent. However, I am looking to partner with 5-10 select Realtors over the next 12 months and I would love for you to be one of those agents. While I don’t expect you to refer me all of your business because we met and had a nice meeting, I would like to show you exactly:

  1. How my process works
  2. How we communicate with your clients
  3. How we can help you generate more referrals and help you manage all those leads that come in to create more transactions for you

So all I’m asking is that on your next two transactions, I have the opportunity to show you how that works within our process, because at the end of the day, the only way for us to know if it’s a good fit for us to work together and that it’s profitable for one another, is if we actually try it. While I don’t expect to be your number one, I’d love to have an opportunity on your next two transactions to show you how it works and see if we can form a long-term relationship.

How does that sound to you?

Bam!

Other Takeaways:

We’ve only got so many hours in a week, so make every meeting count! The key to being efficient is to engage in “leveraged activities”. What is a “leveraged activity”?

Sample Open House Presentation

Any meeting in which you can gain exposure to more than just one person.

Some great “leveraged activities”:

  • Happy Hours
  • Broker’s Open
  • Lunch and Learn’s
  • Open Houses (invite the neighbors before the Open House to provide you and the Realtor an opportunity to meet with other people in the neighborhood and uncover potential future opportunities)
  • Realtor Coaching Series

According to Jeremy, one of his most successful ” leveraged activities” is meeting the client with the Realtor at the Realtor’s office! This affords you the opportunity to:

  1. Enable the Realtor to see you in your ZONE
  2. Get two face to face appointments instead of one (or zero)
  3. Gain exposure to other Realtors (and effectively “bunny hop” over the gate keeper

Think outside the box:

Who wants to work every weekend? Jeremy works just 1 weekend open house per month. How does he do it? People want to be led. Jeremy provides leadership and thinks outside the box. Instead of a weekend Open House, how about proposing a “Thursday Night Twilight Open House”?

Working with your buyers:

A final tip on working with buyers, control the transaction! Preempt your client from shopping you. If you provide them one loan option on the assumption, you know what’s best (which is what most loan officers do), what do you think they’re going to do? Shop you!

Clients that don’t shop you either trust you implicitly or they weren’t going to do any research anyway. These types of consumers represent a very small sliver of the pie right now with all the information that is available online these days.

Instead, Jeremy creates a number of options for them through EDGE. This allows them to:

  1. Formulate questions
  2. Digest the information
  3. Instead of shopping you, they are shopping programs within EDGE

If you want to compete with big banks and online lenders who are doing the majority of loans, they’re just providing rate quotes and fee worksheets. Providing options is how you differentiate yourself and how you show a realtor that you’ve got something special to provide. Moreover, it’s not just words coming from your mouth. You can back it up when you’re having that meeting.

View Jeremy’s entire Coaching Call below:

Jeremy Forcier's Open House

Nikki Groff: Modern Marketing and Team Building

Christine Strategies

June 16, 2015nikki groff 4

Nikki Groff provides practical insight into the tools she uses to manage the borrower and realtor experience and maintain compliance with TRID. She uses thorough systems, consistent touch points, and education to ensure success with every loan. We have outlined a few of the key strategies she shares on this call.

1. Marketing with Rent vs. Own

Prior to the first point of contact with a customer, Nikki’s team performs strategic marketing with the help of Mortgage Coach’s “Rent vs. Own” information. The team identifies apartment complexes whose rent would be close to that of a mortgage, and they send out “Rent vs. Own” information around the first of the month. This step not only gets her name in front of them at a critical point of the month, but it sets them up to be perceived as an expert and resource in the mortgage industry.

2. Referral communication

Most business comes from referrals and previous business, so Nikki has set up a system to ensure that referrals are connected and appreciated. As soon as a referral comes through, a script is sent out to the referral partner, which thanks them for the business and lets them know they are working with the client. Nikki says, “You never want them to have to call the next day to make sure their referral went through.” This ensures simplicity and quality in every referral.

3. Phone Communication

Nikki’s team never lets a call go to voicemail. Everyone on the team is trained to collect information from prospective borrowers and communicate with others’ clients when needed. In order to ensure quality in every call, they utilize phone scripts and checklists.

All prospective borrowers are asked the same preliminary information and anyone may work to convert that phone call into an applicant. Additionally, prior to first appointments, all clients will receive a reminder phone call.

4. Building Trust with Customers

In the first consultation, Nikki recommends focusing on building relationship and trust. She utilizes a television on her wall to walk through the Edge with a cost analysis and discusses loan options. After the consultation, she sends out that presentation to the borrower and follows up with next steps in the process.

5. Building Trust with Realtors

One of the biggest complaints from Realtors about loan officers is a lack of communication about their borrower’s file. Nikki’s team builds trust with Realtors by ensuring they are supported with the information they need to be successful and efficient with their clients.

When the team sends out the Edge presentation to the borrower, they request permission to send it to their realtor as well. If they were able to send over the presentation to their real estate agent, they call the agent and discuss any pieces of information that would be particularly helpful for the agent to know.

Secondly, they provide email updates to agents, calls that introduce the team if needed, and they send out brochures with a list of the benefits and marketing support they will provide to the agent.

6. Post-Closing Touch Point

After closing, Nikki recommends updating the Edge presentation with the final numbers and sending that presentation to the borrower after closing. Borrowers feel confident in having understood their mortgage, and the loan officer is able to keep accurate information about the customer in their file.

Nikki includes a video with the Edge presentation that describes their lifelong commitment to the borrower and allows them to explain their ability to update loan scenarios in the future depending on the borrower’s goals (i.e. move into a bigger home in 5 years). This touch point is critical to sealing the bond with the customer and the loan officer’s reputation as a lifelong resource for their mortgage needs.

In conclusion, Nikki recommends a strategic approach to systematize every customer experience. This improves customer and agent relationships, as well as ensuring compliance with TRID. Mortgage Coach is a critical tool to help in this process.

watch-full-video

Rent-vs-Own

Consistency is Key! Use Mortgage Coach with every prospect!!

Christine Strategies

Congratulations! You’ve decided to step up your game and make good on that New Year’s resolution to start using Mortgage Coach. So now what? Mortgage Coach is a powerful tool! It has a LOT of functionality, but the good news is you don’t have to become a master overnight to start benefiting from using it in your business today!

This is the first installment in an ongoing series of strategies we’ve compiled to help you get the most out of your Mortgage Coach membership. So where should you start? Each installment will contain an actionable strategy you can start using now. Don’t worry: you don’t need to do every strategy. Start with a few that strike your fancy. Heck, start with one and practice it religiously for a week, then add more as you gain mastery. Bottom line? To steal Nike’s tagline, “Just do it!”

Strategy 1: Consistency is Key! Use Mortgage Coach with every prospect!!

We continually poll the top Mortgage Coach users and we found a common theme: top producers make Mortgage Coach a part of their sales process and they create a Mortgage Coach experience for EVERY single borrower.

home-screen

Mortgage Coach Experience

You wouldn’t skip your CRM. You wouldn’t skip your Loan Origination System (LOS). So why would you skip Mortgage Coach?

The most common excuses we hear are, “Well, my client only qualifies (or wants) one product.” Or, “I only use Mortgage Coach with my more sophisticated clientele or those with mortgages larger than $400k.” The reality is, if you don’t present to every client, not only are you doing them a disservice—who doesn’t deserve to understand the total cost of their mortgage or potential reinvestment strategies they can use to achieve their financial goals quicker? — But you’re also missing out on potential referral opportunities and leaving money on the table.

To overcome these internal objections, let me share some ideas:

If your client only qualifies for one product or they are only interested in one product, consider showing them the “Points vs No Points” presentation. Or, show them a simple way to shave years off their mortgage with the “Skip the Bagel” presentation.

With the “Skip the Bagel” presentation, you can show them how by shifting money they’re already spending everyday (on a bagel, coffee, cable bill, happy hour, etc.), by moving that money—say $150 per month—and using it to pay down their mortgage or accumulate savings, they can potentially shave six, seven or more years off their mortgage.

Who wouldn’t benefit from the kind of advice that looking at their mortgage slightly differently, can save some serious cash over the life of their loan? If you think the Mortgage Coach experience is more sophisticated for some clients, keep it simple! Focus on the Freedom Point—the period at which they can be mortgage free.

Mortgage Coach is about differentiating yourself from your competitors. The industry is cluttered with plenty of people like Larry Loan Officer who bases his entire sales pitch on rate and fees and closes 1 or 2 transactions per month. Your goal should be to become Suzy Superstar who is a Trusted Advisor to her clients and hits it out of the park every month with a consistent pipeline.

In summary, the key to becoming successful with Mortgage Coach is consistency. Consistency is key! Make it goal to create 10, 20, 50 Mortgage Coach experiences per week – 2, 4 or 10 per day. The number matters less than identifying a goal and sticking with it. And don’t limit yourself to current prospects.

The great thing about Mortgage Coach is that you can use it as a soft-sell for just about anyone: friends, family, realtor partners or peers at church. Anyone you know who could benefit from a complimentary analysis is a candidate.

Whether or not they are in the market for a mortgage, you can provide insights and advice so that even if right now they may not be a good candidate, they’ll be so WOW’d by your presentation that they will be sure to use when they are a viable candidate or even better, they can refer you to someone who is!

Happy hunting!

The “Annual Mortgage Review”

Christine Strategies

8_long_1

Use the “Annual Mortgage Review” to open up a wealth of opportunities by providing this service to your existing clients, family, friends, colleagues and referral partners

We here at Mortgage Coach are big fans of the “Annual Mortgage Review”. But don’t take our word for it. Most top-producers and industry leaders say it should be a part of your prospecting process. Likewise, many leading mortgage companies and lenders require their originators to provide an “Annual Mortgage Review” to their clients.

Why? Because they work!

Why do they work?

Here are just a couple of reasons:

1. Build trust and value while uncovering referral opportunities:

It doesn’t matter if your client needs to refinance or is in the market for a new home. At some point they will be. By providing an annual review, you are providing your clients with a valuable service that most loan officers aren’t offering.

Rates may be lower or rates may be higher than when your borrower last refinanced or purchased, and new mortgage could be beneficial (or not) in either scenario. If a new mortgage makes sense, great! You’ve got a new loan to add to your pipeline.

If it doesn’t make sense (or cents), that’s fine, too! This is an opportunity to share a mortgage acceleration or asset accumulation strategy (see our “Skip the Bagel” presentation to learn how to create this report).

They will appreciate your level of service and honesty, both of which are commonly lacking with many originators. When they are ready to refinance or purchase, who do you think will come to mind first? You, their trusted advisor or Larry Loan Officer, who is insensitive to their needs, simply shows them rate/fees and tries to shove a mortgage down their throat?

But, more importantly, what better a time to ask for referrals than after you’ve provided them with some great advice? Ask for referrals to friends or family that may be in the need of your services. But don’t stop there. You’ve earned their trust. Ask for an introduction to their CPA, financial planner, realtor…heck, ask for an introduction to their hair dresser (who by the way can be great referral sources)!

2. Uncover opportunities you may not have known existed:

Have you ever had this experience? You’re mining your database and decide to touch bases with one of your borrowers you haven’t spoken to for more than a year only to find out they just refinanced or just purchased a second home? Ouch! That stings!! But it’s happened to the best of us.

While we like to think our borrowers are loyal beings, often they’re not. If a need arises, like purchasing a new home, frequently the loan officer who was at the right place at the right time is the one who gets the business.

If you just call your clients periodically, they may or may not remember to call you when they’re ready to work with you again. Sadly, more often than not, they will probably forget.

However, imagine if at the time of your initial transaction with said client, you let them know to bookmark the analysis you’ve created for them—or better yet, that they have on their mobile device—and that every year as a complimentary service, you will provide them with a complimentary mortgage review.

But, not only are you willing to offer this service annually, anytime there’s a favorable change in rates, they are thinking about purchasing a new home, or home prices have appreciated enough that they might be eligible to refinance and eliminate mortgage insurance, you will happily provide them with a complimentary analysis. What you’re doing is planting the seed and in the process dramatically increasing the chances that they will become a repeat customer.

To learn how to create an “Annual Mortgage Review” check out the following “Turbo Tip”:

Happy hunting!