Special Offer (Expires Jan. 15th, 2011)
How to Order
You get four 1-hour private coaching sessions for the price of three ($450) -- that is a discount of 25% ($150 off) from the regular price of $600. This offer will expire on January 15th, 2011. To reserve your four coaching sessions at this special rate, click on the “Add to Cart” button, above right, and then click on the “Proceed to Checkout” button. Then enter the discount code NEW YEARS at the bottom of the form, and click the “Apply” button. Click the “proceed to Checkout” button, and you will be taken to the Checkout Page where you can enter your information and complete the order.
As soon as your credit card payment has been authorized, you will receive an email with a link where you can schedule your coaching appointments online.
What You Get
Your coaching sessions will focus on developing a sales & marketing strategy -- and then following through on its implementation. The loan originator who succeeds in 2011 will do the following things:
- Recognize that large inventories and depressed values represent a real opportunity for people who want to buy a home, but also recognize that most potential homebuyers have been scared into sitting on the fence by media misinformation and their own concerns about the economy, housing values, etc. These people really do want to own their own homes, but getting them off the fence will require a patient and persistent effort to educate them about the realities of today's housing market. I will provide you with a well-designed Content Marketing campaign to get these buyers to identify themselves and give you a chance to provide reasoned, accurate, objective information that convinces the prospect that you understand them and are on their side. This campaign includes 7 Special Reports and an 8-piece email drip promotion, a presentation for clients that leads directly to a loan application, and more.
- Recognize that real estate agents are an important key to your lead generation activities. You don't go fishing without bait, and properly priced real estate listings are an important part of the bait that the effective loan originator will use to attract potential homebuyers into their content marketing systems. I will show you a strategy for approaching Realtors that focuses on concrete ways you can help them make more money. I will give you everything you need to implement this strategy, including a drip campaign and a very effective presentation.
- Recognize that in this Brave New World of loan origination, you will need to position yourself to do more volume. You will have to be much better organized and much more efficient if you are going to be able to work effectively with real estate agents, generate leads, systematically move those leads to the point of being committed buyers, and make sure that your loans flow smoothly and efficiently through submission, underwriting, approval, and closing. I have been helping loan officers get better organized and more efficient for over 20 years; I can help you too.
How Coaching Works
In personal coaching, I work one-on-one with you to achieve an objective (or series of objectives) on which we have mutually agreed. Typical objectives would include (but not be limited to) the following:
- Creating a business/action plan
- Developing & implementing marketing programs: lead-generation and sales strategies for:
- Realtor referral relationships
- Builder referrals
- Consumer-direct marketing
- Maximizing client referrals and repeat business
- Referrals from non-traditional sources (attorneys, accountants, financial planners, insurance professionals, etc.)
- Affinity programs
- Improving your sales skills and closing ratio
- Developing better time management and self-discipline:
- Designing systems to standardize your operations and improve efficiency & effectiveness
- Dealing with interruptions
- Overcoming procrastination
- Making better daily plans & implementing them
- Achieving balance in your life
- Managing (Leading) assistants, processors, loan officers, and other people who report to you
Getting Started
We normally begin with an assessment of:
- Your current situation
- The resources available to you
- Your goals and objectives (noting the difference between where you are and where you want to be)
We then make a plan for providing you with (or developing) the tools, resources, and skills you will need to accomplish your objectives. Significant goals/objectives are broken down into supporting projects; projects are broken down into a series of action steps that can be accomplished in an hour or less. In this way, you are able to see the big picture (where you are going), while focusing on the things you must do today in order to be where you want to be tomorrow. Almost immediately, you are able to see the concrete results of the progress you are making toward your long-term objectives.
What Personal Coaching Includes
- Meetings: Your coaching sessions are held (usually weekly -- on the same day & time every week) by telephone, for one hour.
- State-of-the-Art Conferencing Software: I use conferencing software that allows you to see my computer screen while we talk; the technology also enables you to show me your screen, and to turn over your keyboard & mouse controls to me for training purposes.
- Coaching Sessions Recorded to Enhance Learning: Our meetings are recorded (both the audio & visual) onto a Windows Media Player format so that you have access to a permanent record of your coaching sessions.
- Reports that Track the Results You Get Paid for: Once we have established production goals, I track your 6 Critical Results (Leads Generated, Sales Contacts Made, Applications Taken, Submissions, Final Approvals, and Closings) in a set of spreadsheets to help you manage your business and focus on removing bottlenecks in your loan production flow.
- Full Access to Client Library: As an active coaching client, I will provide you with materials as needed from my Library, containing hundreds of pages of marketing materials, sales scripts, business tools and systems, etc.
Terms: Personal Coaching is scheduled as either a single session or as 4 prepaid sessions at a time (usually once a week for 4 weeks). You are not required to sign a long-term contract. You can continue with coaching for as long as you want, and can end it at any time. The cost is $195 for a single session, or $600 for 4 prepaid coaching sessions.
Client Comments
“I have worked with Bob for more than 5 years. We have used him as a coach, mortgage expert, sounding board, and technology guide. He has worked with me on an individual level and also organizationally with our processors, loan officers, and branch managers.
I have had many plans and ideas that I never seemed to be able to implement, By adding Bob to our team, we were able to create the structure, accountability and focus that turned many of these plans and goals into reality. On a management level, we were able to become a more proactive organization.”
DAN MURPHY, CEO, AMERICAN EAGLE MORTGAGE
PHILADELPHIA, PA
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Bob Williamson has been my personal coach since 1988. We have done many exciting and rewarding things together in this industry. I count Bob among my most favorite friends. He is the best.
GREG FROST, PRESIDENT, FROST MORTGAGE
VP, NEW PRODUCT DEVELOPMENT, LOAN TOOLBOX
ALBUQUERQUE, NEW MEXICO
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“I always want to have a game plan to follow, a direction to follow, and if you don’t have that you get kind of lost. When I hired Bob as my coach 15 years ago, he helped me put a marketing plan together. It was all there and all we had to do was implement all the parts of it and everything worked fine. Obviously we tweaked it along the way – but that plan got us to where we needed to be.
Bob has been very helpful to me in clarifying my thoughts. He tends to ask probing enough questions that it puts me back on target. He puts me back in focus.
I think a lot of what has worked for us over the years comes as a result of the recordkeeping. Without knowing what the numbers are, calls being made, and what kind of calls they are, appointments being scheduled and what’s happening to those appointments, without knowing those numbers, a lot of these things we’ve done we wouldn’t have known to do.
Bob keeps us updated on what’s going on, current stuff that we can continue to give our customer to make a difference, to separate us from our competitors, like the Strategy Session.”
RON ERDMANN, VP & BRANCH MANAGER
NATIONAL CITY MORTGAGE, TOLEDO, OH
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“Bob opened my eyes up to a better understanding of sales and marketing as it pertains to the mortgage banking business. He’s proven to me that sales is a numbers game and the more contacts one makes with the components that make up where we ascertain our business from the more contacts the more opportunity to generate business.
And he has shown me how to basically monitor what I do. I mean, I can have a week where I feel like I’ve been busy and I’m pulling my hair out all week long and then I get to the end of the week and I do my report and I think, “wow, if I was so damn busy how come I only took 2 applications”, know what I mean?
So it taught me to pay closer attention to what I actually do, so I really like the monitoring aspect of that.
The coaching that Bob has given me as far as his knowledge and wisdom has made me a better originator. He has helped me to take my production from X to X2, and that’s been great. Anybody can do more business in a refi boom, but he has helped me improve my business in the middle of a down market.
I truly find what we do helpful. I look forward to our call because it keeps me engaged. It helps lift me through the day.”
DAVID KIME, BRANCH MANAGER, FLAGSTAR BANK
TUCSON, AZ
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As the owner of a small mortgage company, I have to wear several “hats”, and it is easy to be distracted and confused about where and how I should prioritize my time. Bob Williamson has helped to make my business clear. His concept of the 6 Critical Results in the mortgage business has made it much easier for me and my staff to focus on doing the things that make us money.
I have always had more ideas than I can put into practical use. Bob has helped me do a better job of implementing good ideas.
KARI SCHWEICH, PRESIDENT, MONARCH MORTGAGE
WASHINGTON, MO
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Dear Bob:
I just wanted to write you a letter to let you know what your coaching has done for me.
When we began working together I had been a contract processor for about two years. I then decided to start originating. It was a little daunting to think that I could possibly end up like a lot of loan officers – out of the business in less than one year. My income is not an extra income in my household and I knew that I would have to be able to get loans consistently in order to not have to go back to contract processing.
The most important thing you have done for me is to provide me with systems. I know that sounds mundane, however, these systems provide me with the optimism that if followed I will meet my goals. I don’t worry about where my next loan is going to come from like most loan officers. I know that if I follow the systems I will have loans that close each month.
I know many loan officers who really struggle to get business. They spend thousands on mailings that don’t work, provide free donuts to Realtors who couldn’t care less and simply flail about their day.
Through time blocking, Realtor systems and your customer care system, I know that I can relax. I’m not saying that I don’t work hard – I do. However, I work hard in one direction and don’t sit up at night wondering if I will have enough people to talk to next month. If I don’t make my monthly goal, I know exactly why and can correct it.
Working with you has been fabulous and believe me, without your help I never would have done as well in my first nine months as a loan officer. I still have lots of things to work on and get better at implementing, but I know that the next twelve months will be more than double the profit of the last nine.
Thanks again!
PATTY PURDUE, MORTGAGE LOAN CONSULTANT
SALT LAKE CITY, UT