Breakthrough Training and Coaching for Loan Officers
(for new clients only)

  • Are you tired of struggling to make a good living as a mortgage originator?
  • Do good leads and loans seem to be harder to come by?
  • Are you spending more time than ever before, just to get a file closed?

You may not be able to do anything about the economic and regulatory climate that all loan officers have to work with today.

But what you can do is take your nose off the grindstone long enough to develop and implement a strategy for succeeding in spite of the obstacles.

Albert Einstein once said that the knowledge & skills that got us to where we are today will be insufficient to solve the problems that come with having gotten to where we are today.

And he was right. Maybe you're using an approach to your business that worked well enough 5 or 6 years ago, but is no longer sufficient to meet the complexities and challenges of the mortgage business today.

  • To succeed today, you need a more effective lead generation and marketing strategy.
  • To succeed today, you must become much better at educating, leading, and persuading people – whether they be Realtors or other referral sources, clients, processors, underwriters, or any of the other people you deal with in your work life.
  • And to succeed today, you need systems that are built to deal with the complexities, disruptions, interactions, and setbacks that have all become an integral part of the mortgage business.

It is absolutely vital that you become more productive in every sense of that word – but you won't get there by simply working harder or longer hours.
What you need is a breakthrough – a fundamental shift in the way you see and do your business.
Over the last few years, I have developed and refined a business strategy for loan originators that recognizes and adapts to the dramatic changes we have seen in both the housing market and the mortgage industry.

This strategy has been tested by loan officers across the country, and proven to be effective in accomplishing the following:
Lead Generation
  • Getting Realtors to approach you, with a predisposition toward wanting to work with you.
  • Generating purchase leads from Realtors.
  • Generating purchase market leads from prospective homebuyers.
  • Generating leads from your website (and from other low-cost marketing tools).

Improved Closing Ratios
  • The sales systems I have designed to help you adapt to the post-housing bust environment have been successful in winning over both Realtors and Consumers. My clients using these systems have seen a marked improvement in their ratio of leads to closings. (And at a time when good leads seem harder to come by, and clients seem to take longer to make a decision, this in itself is a significant accomplishment.)
  • Clients who used to have trouble getting Realtors to give them the time of day -- let alone to give them leads – have not only found that Realtors are approaching them, but also that they are open to our ideas and willing to give them a fair trial.

Better Systems & Improved Productivity.
  • As the underwriting and regulatory climate has dramatically changed over the last 5 years or so, loan officers have tried to cope with these changes by adding new steps and procedures to their already existing "systems" for loan origination and pipeline management.
  • For far too many loan officers, this has resulted in an incredibly cumbersome, Rube Goldberg-like way of managing their prospecting, sales, origination, and pipeline management activities. As part of my 12-week Breakthrough Training & Coaching process, I will help you custom-design systems that remove unnecessary steps, automate many of your communication processes, and simplify the way you manage your daily tasks.
  • The result is that you simply get much more done, and the things that you do are the things that matter most to your bottom line.

See Below for a detailed outline of what will be covered during your 12-week Breakthrough Training & Coaching

What's Included with the Breakthrough Training & Coaching Package?

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You set the production goals you want to accomplish in the next 12 weeks and I will show you how to achieve them, from a strategic vision to a specific action plan and all the tools and training you'll need to make it happen. All of the following are included with your Breakthrough Training & Coaching Package:
  • 12 weekly 1-hour private training & coaching sessions -– this is personal training and coaching focused strictly on you and your business.
  • Exclusivity: if you have received this invitation to participate in the 12-week Breakthrough Training & Coaching program, you are in a market where there are no other mortgage originators using my strategies and materials. You will have an exclusive on the systems for as long as you remain an active client; no other loan officers in your market will be offered these systems without your prior approval.
  • Exclusive copyrighted Sales & Marketing materials, licensed to you for your personal use in your business. Over the course of the 12 weeks, you will receive at least 30 professionally designed and written custom sales & marketing pieces, including e-mails, special reports, flyers, sales scripting, and presentations.
  • Customized systems for Lead Generation, Loan Origination, Referral Partner Management, Pipeline Management, and more.
  • Unlimited Email Support --you can email me with questions an receive an answer within 1 business day. (Questions requiring a detailed or extensive response will will receive top priority in the agenda for your next scheduled coaching session.)
  • Tracking System for lead generation & other critical results of your business.
  • Accountability -- one of the reasons people hire a coach is to have someone who will hold them accountable for their results, and most clients find that they accomplish much more with the support of an accountability partner than they do without one.
I'm offering this 12-week package of Personal Training & Coaching at a 33% discount. This is the best offer I have ever made for personal coaching, and I am doing this because I am confident that, once you have completed the 12 weeks of Breakthrough Training, you will want to continue as a regular coaching client.

The Logistics.
  • When you sign up for the package, you will be redirected to a page where you can select a day of the week and time of day that is most convenient for your weekly 1-hour training/coaching sessions. (There are a limited number of openings for this opportunity – first come, first served.)
  • Within one business day of signing up, you will receive a package of information to help you prepare for your first session.
  • Everything you will need to implement the strategies of the Breakthrough Training approach will be provided to you, and is included in the cost. In some cases, I may recommend an outside service or product to you, for the purpose of improving your efficiency and/or saving you time, but no additional products will be required, as long as you have a functioning computer and the basic tools that virtually all loan officers have today.
Rules:
  • Coaching Sessions are non-cancellable, once scheduled. (If you miss a session, you forfeit it; it cannot be rescheduled.) It's important to your progress that you prioritize these coaching & training sessions. And  because you are receiving this at a significant discount, and my coaching schedule is heavy, I cannot move clients around in order to accommodate people when something "comes up."
  • You agree to do whatever it takes to accomplish your production goals, including completing all assignments on time, and being on time for your coaching sessions.

Outline of what will be covered during your 12 weeks of personal Breakthrough Training & Coaching

Session 1: Self Assessment / Your Goals for the Next 12 Weeks
  • Self Assessment Exercise (to get a complete picture of your strengths & weaknesses)
  • Set specific, measurable production goals for the next 12 weeks.
  • Set up a System for measuring your most critical lead generation and production results over time.

Session 2: Target Markets & Marketing Strategy
  • Identify and define your target markets.
  • Identify and define your Unique Selling Propositions for each target market
  • Create "Elevator Speeches" you can use to define what makes you different whether you're speaking to a Realtor or a Prospective Client).
  • Define your sales and marketing strategy for each Target Market.
  • Written plan for implementing your strategy.

Session 3: Productivity Systems
  • Using a modified "Getting Things Done" model for managing everything you want/need to do.
  •      Central collection for everything
  •      Draining the swamp
  •      Prioritization
  •      Scheduling/Delegating/Filing/Trash.
  • Thinking/Planning – Doing
  • Time Blocking/"Unscheduling"/Planning Your Week/ Daily Planning.

Session 4: Setting Up Your (Automated) Marketing Systems
  • Review of your marketing strategy.
  • Set up Tools for e-mail marketing: content + delivery system + list(s)
  • Website (set up new site or optimize existing site)

Session 5: Developing Realtor Referral Partners (Basic Training)
  • Understanding the Realtor Mindset
  • Sales Strategy & Process for developing Realtor Referral Partners
  • Interviewing Realtors
  • Presenting to Realtors
  • Managing the Ongoing Realtor Relationship

Session 6: Progress Review & Course Corrections
  • We will review the progress you've made so far, identifying bottlenecks and areas where you may be stuck, and determine the action steps needed to keep you on course.
  • This is an opportunity to identify anything which isn't working as planned and correct it.
  • Also an opportunity to review aspects of the strategy which may not be completely clear to you.

Session 7: Developing Realtor Referral Partners (Advanced Training)
  • Realtor Partner Tracking Spreadsheet
  • Case Studies: Realtor Interviews (designed to improve your interviewing skills)
  • Case Studies: Realtor Presentations (designed to improve your presentation skills & closing success rate)

Session 8: Consumer-Direct Lead Generation
  • Review & discussion of consumer-direct lead options
  • Selection of the options you will pursue
  • Action plan for implementing consumer-direct lead generation

Session 9: Turning Consumer-Direct Leads into Purchase Client Closings (Basic Training)
  • Understanding the Prospective Home Buyer's Mindset
  • Sales Strategy & Process for developing purchase market clients
  • Interviewing Prospective Homebuyers (The Appointment-Setting Script)
  • Presenting to Prospective Homebuyers (The Strategy Session)
  • Homebuyer Coaching (Managing the Ongoing Relationship)

Session 10: Turning Consumer-Direct Leads into Purchase Client Closings (Advanced Training)
  • Case Studies: Prospective Homebuyer Interviews (designed to improve your interviewing skills)
  • Case Studies: Strategy Session Presentations Presentations (designed to improve your presentation skills & closing success rate)
  • Case Studies: Homebuyer Coaching (designed to improve your coaching & problem-solving skills)

Session 11: Advanced Consumer-Direct lead Generation
  • Developing your Website into a lead generation tool
  • Using Social Media to develop a subscriber/follower base
  • Positioning yourself as a Expert in your local market
  • Affinity Group Marketing

Session 12: Advanced Productivity Systems
  • As your loan production grows, you'll find it necessary to update your systems to accommodate the increased flow of leads and loans through your system.
  • We will take a rigorous look at where your time and other resources are being spent, and make decisions about what aspects of your systems must be improved so you can achieve your production goals without sacrificing service to your clients or your own quality of life.