New, Free Online Seminar on August 13th, 2014 (Part 8 in a Series):
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(To watch previous seminars in this Series -- click here)
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Next Online Seminar
Wednesday, August 13th 3PM Eastern Time
The Home Buyer Strategy Session: Your Key to More Originations
Part 8 in a Series of Free Online Seminars Seminar details
 Bob Williamson
Presenter: Bob Williamson
When: Wednesday, August 13 3 PM ET (12 noon PT) Length: 60 min. Cost: FREE (but space is limited) |
About This Seminar Series:
In June 2013, I began a series of free online seminars designed to help mortgage loan originators develop and implement more effective ways of generating purchase market business. You can access the video recordings of the already completed seminars here. (Videos are usually posted 1 to 2 weeks after the live event has been held.) You can also register for all future online seminars in the series by clicking on the One-Time Registration button below. (Once you have registered, you will be automatically enrolled for the rest of the series; you won't need to register again.) By registering, you will be able to attend the live seminar, and if you're unable to attend, you'll be able to download the seminar and materials the same day, without having to wait for it to be posted on this website. 
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Who's Got Time for That? (Part 8 in a Series)
The Home Buyer Strategy Session: Your Key to More Originations
The first 5 seminars in my "Who's Got Time for That?" series (which began in June, 2013) laid out a detailed strategy for getting referral business from Realtors. (You can watch the videos from this series here.)
In an effective buyer prospect interview (covered in Seminar #7 in this series), you show people the difference between a Home Buyer's Coach and an ordinary loan officer. You help them understand their motivations for wanting to buy a home, as well as any fears or obstacles they may be concerned about. You get basic prequal information from them, and you get them to take the next step of scheduling a Strategy Session so they can have a solid plan for moving forward.
In the Strategy Session, you help your clients resolve whatever concerns or obstacles they told you about in the interview. Your goal is to provide objective information so they can re-evaluate their concerns and, with your help, make a decision about whether they are now ready to move forward with the homebuying process. If they're ready, you take an application so you can begin the preapproval process, and you begin coaching them on what they need to know to set realistic goals and make a solid plan for accomplishing those goals -- finding the right home and buying it for the right price. (If they've decided to wait, it is because they had identified things that they need to do to be more ready to buy, and/or things that will need to happen (market conditions, etc.) in order for them to feel ready to buy.)
Finally, you will solidify your coaching relationship with your client and establish a schedule for 10-minute coaching calls based on their situation. At this point, they have accepted you as their coach, which includes, but is not limited to handling their financing.
The current regulatory structure dictates (or limits) what your company can charge for the loan and what they can pay you to originate it. However, it does not prevent you from providing your clients with more value than just the financing -- and this added value will pay you dividends in the form of loyal clients and more Realtor and Client referrals.
This online seminar (which will be held on August 13th) will show you how to conduct an effective Strategy Session -- one that accomplishes the following:
If you have already registered for this seminar series, you'll receive instructions for joining the next online seminar.
If you have not already registered for these seminars, you can do so here, or by clicking the button below. The seminar is free, but space is limited.
In an effective buyer prospect interview (covered in Seminar #7 in this series), you show people the difference between a Home Buyer's Coach and an ordinary loan officer. You help them understand their motivations for wanting to buy a home, as well as any fears or obstacles they may be concerned about. You get basic prequal information from them, and you get them to take the next step of scheduling a Strategy Session so they can have a solid plan for moving forward.
In the Strategy Session, you help your clients resolve whatever concerns or obstacles they told you about in the interview. Your goal is to provide objective information so they can re-evaluate their concerns and, with your help, make a decision about whether they are now ready to move forward with the homebuying process. If they're ready, you take an application so you can begin the preapproval process, and you begin coaching them on what they need to know to set realistic goals and make a solid plan for accomplishing those goals -- finding the right home and buying it for the right price. (If they've decided to wait, it is because they had identified things that they need to do to be more ready to buy, and/or things that will need to happen (market conditions, etc.) in order for them to feel ready to buy.)
Finally, you will solidify your coaching relationship with your client and establish a schedule for 10-minute coaching calls based on their situation. At this point, they have accepted you as their coach, which includes, but is not limited to handling their financing.
The current regulatory structure dictates (or limits) what your company can charge for the loan and what they can pay you to originate it. However, it does not prevent you from providing your clients with more value than just the financing -- and this added value will pay you dividends in the form of loyal clients and more Realtor and Client referrals.
This online seminar (which will be held on August 13th) will show you how to conduct an effective Strategy Session -- one that accomplishes the following:
- Clients who have made a clear choice to move forward with the homebuyer process will be much more confident and decisive. Instead of taking a Realtor's time and then losing interest or giving up, they will make buying decisions more quickly than the prospects Realtors try to develop without your help. By delivering solid and committed buyers to your Realtor partners, you will shorten their sales cycle, and help them close prospects they would have lost to competitors, increasing their income and building your reputation with agents.
- Thanks to your help, your clients will know what they need in a home, and they will know the difference between what they want and what they need. Again, because of your assistance, they will know what information to ask their Realtor to get for them before they make an offer on a home. They will know what needs to be included in the offer and contract in order to protect their interests, they will remember you as the one who helped them -- and they will tell their family and friends about you.
If you have already registered for this seminar series, you'll receive instructions for joining the next online seminar.
If you have not already registered for these seminars, you can do so here, or by clicking the button below. The seminar is free, but space is limited.
Who Should Attend?
- Any loan officer who wants to do more purchase business
- Managers who want to help their originators do more purchase business
- A new way to work with homebuyer leads, in which you position yourself as a Homebuyer Coach, allowing you to build trust so that prospective buyers can be completely honest with you about their hopes and dreams for homeownership, as well as their fears, anxieties, and perceived obstacles.
- Strategies and tools for coaching prospective buyers so that, if buying a home makes sense for them, they will use your coaching and education to become more confident and decisive as they move through the home buying process.