On-Site Training can be custom-designed to meet the training needs of your team or group. Some of the available areas of focus include:

How to Sell and Deliver an Effective Strategy Session – I developed the Strategy Session to give loan originators a truly distinctive Unique Selling Proposition – one that would immediately capture your loan prospect’s imagination and set yourself apart from the crowd. In this training, you will learn how to approach prospective homebuyers so that they will immediately want what you have to offer – even if they have already talked to another lender or are months away from a home purchase. The Strategy Session positions you as someone who cares about the homebuyers’ overall success and is able to help them obtain it. With this approach, you can get the loan application appointment on the first try, and earn clients for life. Includes all the materials needed to implement this revolutionary approach to winning clients.

How to Turn Realtors into Partners – If you’re not satisfied with the number and/or quality of your Realtor relationships, this training will give you a step-by-step process for targeting, presenting to, closing, and then building profitable and mutually beneficial relationships with Realtors. Includes all the materials needed to implement this strategy for building profitable partnerships with Realtors.

How to Design Systems that Work – Many loan originators are prevented from reaching their potential by nonexistent or poorly designed systems. This training teaches you how to design systems that work – for lead generation, selling, pipeline management, etc.

Success Is Not an Accident: Time Management for Loan Originators – How is it that some originators can consistently close 20, 30, or 40 units a month – while others – with the same resources available to them – close only a fraction of that? The answer has nothing to do with how much time they have, and everything to do with what they do with the time. In this training, you will learn how to diagnose your time problems, and how to make a plan for solving them. No matter how disorganized or overwhelmed you may be right now, I will teach you how to identify and organize everything you have to do and want to do, determine your priorities, and make smart choices about how to spend your time. You’ll learn a system for getting organized – and staying organized.

How to Get All the Leads You Need – Lead Generation is not rocket science. In normal times, only 1 to 2% of the population in your market will be looking for a mortgage loan. Your job is to focus your resources on that 1 to 2%, and in many cases, this can be done without having to spend large sums of money. This training program is designed to show you how to think like your prospects – how to recognize the things that homebuyers, for example, do when they start thinking about buying a home – and how to use that knowledge to find your ideal prospects and make them an offer they’re not likely to refuse.

Effective Leadership – As you progress in your career, your success is likely to be dramatically affected – for good or ill – by your interactions with assistants, processors, loan officers, and other people who report to you – as well as by other stakeholders in the process, like Realtors, wholesale reps, title/escrow companies, appraisers, underwriters, etc. This training will help you focus on how to be a more effective leader by developing the three qualities found in all great leaders:
Vision – the ability to see things clearly – both as they are now, and as they could be.
Influence – the ability to understand, persuade, and move people.
Courage – fierce resolve; the refusal to ever give up.
 

What On-Site Trainings Include

Each participant will receive copies of all presentation & training materials.

Presentation Customized to Your Group: On-Site Trainings are generally customized to fit your audience and your needs. I will typically have your participants complete a survey several weeks prior to the event so that the training can be tailored to their experience level and aptitude.

Terms: The fee for On-Site Trainings is $2500 per day, plus expenses.

Teleconferences (or a series of teleconferences) can be custom-designed to meet the training needs of your team or group. Some of the available topics include:

How to Sell and Deliver an Effective Strategy Session – I developed the Strategy Session to give loan originators a truly distinctive Unique Selling Proposition – one that would immediately capture your loan prospect’s imagination and set yourself apart from the crowd. In this training, you will learn how to approach prospective homebuyers so that they will immediately want what you have to offer – even if they have already talked to another lender or are months away from a home purchase. The Strategy Session positions you as someone who cares about the homebuyers’ overall success and is able to help them obtain it. With this approach, you can get the loan application appointment on the first try, and earn clients for life. Includes all the materials needed to implement this revolutionary approach to winning clients.

How to Turn Realtors into Partners – If you’re not satisfied with the number and/or quality of your Realtor relationships, this training will give you a step-by-step process for targeting, presenting to, closing, and then building profitable and mutually beneficial relationships with Realtors. Includes all the materials needed to implement this strategy for building profitable partnerships with Realtors.

How to Design Systems that Work – Many loan originators are prevented from reaching their potential by nonexistent or poorly designed systems. This training teaches you how to design systems that work – for lead generation, selling, pipeline management, etc.

Success Is Not an Accident: Time Management for Loan Originators – How is it that some originators can consistently close 20, 30, or 40 units a month – while others – with the same resources available to them – close only a fraction of that? The answer has nothing to do with how much time they have, and everything to do with what they do with the time. In this training, you will learn how to diagnose your time problems, and how to make a plan for solving them. No matter how disorganized or overwhelmed you may be right now, I will teach you how to identify and organize everything you have to do and want to do, determine your priorities, and make smart choices about how to spend your time. You’ll learn a system for getting organized – and staying organized.

How to Get All the Leads You Need – Lead Generation is not rocket science. In normal times, only 1 to 2% of the population in your market will be looking for a mortgage loan. Your job is to focus your resources on that 1 to 2%, and in many cases, this can be done without having to spend large sums of money. This training program is designed to show you how to think like your prospects – how to recognize the things that homebuyers, for example, do when they start thinking about buying a home – and how to use that knowledge to find your ideal prospects and make them an offer they’re not likely to refuse.

Effective Leadership – As you progress in your career, your success is likely to be dramatically affected – for good or ill – by your interactions with assistants, processors, loan officers, and other people who report to you – as well as by other stakeholders in the process, like Realtors, wholesale reps, title/escrow companies, appraisers, underwriters, etc. This training will help you focus on how to be a more effective leader by developing the three qualities found in all great leaders:
Vision – the ability to see things clearly – both as they are now, and as they could be.
Influence – the ability to understand, persuade, and move people.
Courage – fierce resolve; the refusal to ever give up.
 

What Teleconference Trainings Include

Each participant will receive copies of all presentation & training materials.

State-of-the-Art Conferencing Software: I use conferencing software that allows all participants to see the presentation on their computer screens during the teleconference, enhancing the quality of the training experience.

Teleconference Recordings: Shortly after the teleconference, each participant will be able to download a recording (Windows Media File) of the entire teleconference (audio and visual).

Question-and-Answer Segment: Participants will have an opportunity to ask questions at the end of each training session.

Terms: Teleconferences are generally customized to fit your audience and your needs. The fee will depend on the length of training time and the number of participants.

The service provided in Group Coaching is similar to Personal Coaching, except that in a coaching group, I meet with 3-5 people once a week for an hour (by teleconference).

The coaching group is adapted from Napoleon Hill’s concept of the Master Mind as explained in Chapter 10 of his famous book Think & Grow Rich:

“No two minds ever come together without thereby creating a third, invisible, intangible force which may be likened to a third mind… Analyze the record of any[one] who has accumulated a great fortune, and you will find that they have either consciously or unconsciously employed the ‘Master Mind’ principle.”

I prefer that you form your own groups in order to increase the probability of a good group dynamic. You can choose fellow loan officers in your branch, or people from different branches in the same company, or you can form a group with friends who may not work for the same company but have similar goals. If you’re a loan officer or manager with a production team, you can form a group with your staff members, even if some of them aren’t loan officers. The group exists for the purpose of supporting the success of every member of the group, (as well as the team, in the case of a production team).

In the weekly meeting, we will focus on each member’s results from the previous week. We will identify bottlenecks and decide what to do about them. You will also focus as a group on a long-term project or problem that the group has selected (Lead Generation or Time Management, for example). The group may choose to work intensively on such a project for several months before moving on to a new subject.

What Group Coaching Includes

• Weekly Meetings: Your coaching sessions are held 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, you have complete access, as needed, to hundreds of pages of marketing materials, sales scripts, business tools and systems, etc.

• Terms: Group Coaching is scheduled on a month-to-month agreement (4 prepaid weekly sessions at a time). 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 for 4 prepaid weekly group coaching sessions is $400 per group member.

For more information about what makes Coach Bob's approach unique, go here.

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.

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