I have developed one of the most visited and used training programs on the internet. Its free and its the real thing with nothing held back. It includes scripts and is constantly updated by myself and others who donate their script sets, rebuttals, and training modules they use in their own biz. This is my gift to the mortgage industry so you don't haveta deal with the crap I did when I started. Most companies training programs are lousy. This is actually now used by nearly 100 companies around the country as their main sales training program. And once again its 100% free and a gift to you, the new (or burned out) LO.
The website address is
www.loanofficersurvival.com
CD #1 - The Basics
Intro
1. Your ideal day, week, & month.
2. What everyone does and doesn't do; Title Rep, Escrow Folks, Your Manager, the Owner.
3. Treating this like a career
4. Putting 10k in your pocket in 6 weeks
CD #2 - Starting from scratch, if your last shop was so great why are you broke?
Intro
1. Your First Day, Now What? - Breaking Phone Fear
2. Breaking Pride & Lazy Behavior - Show up to WORK
3. Being organized in your followup & Pipeline
4. Avoiding Rate Sheets and Lender AE's until you got deals ready
5. Knowing your numbers
6. Humbling yourself to your betters and ignoring your lessers
CD #3 - Getting Leads and then getting rid of them
Intro
1. Respecting a good lead
2. The difference in selling between internet/permission based leads and cold called leads.
3. Generating Leads via the phone and handling live transfers
4. Lead management, why less is more.
5. Welcome to the Wonderful World of Quotas
CD #4 - Turning a Lead into a Paycheck
Intro
1. Finding hot buttons on your first contact
2. Understanding subprime/nonconforming clients
3. Preparing for your "Go Call" (where you sell the appraisal)
4. The "Go Call" Script and selling the appraisal
5. Selling Benefits
6. Getting a full package in 3 days or less (chasing stips)
7. Time Kills / How to Fund in 4 weeks
CD #5 - Being a Sales Professional
Intro
1. Making money without R aping your clients
2. Don't whale hunt, even Jesus loved the little ones.
3. Selling the program after the appraisal is done
4. The cure for commission breath
5. Why splits are irrelevant
6. We are all crazy to be sales people are so are you (working with pushy people like you)
7. Loyalty is our currency, not money
CD #6 - Sales Techniques
1. The miracle close for subprime
2. How to sell a Option Arm
3. Isolating Rate vs. Payment
4. Who wears the pants
5. The 3 real reasons people do things
6. Breaking the 30 year fixed trap
7. Cleaning house on leads, your bi-weekly crisis
8. The SW SW SW Mentality (Some Will, Some Won't, So What)
9. Surviving your first windfall, living middle class while making a five figgure monthly check. (DONT BUY A NEW CAR STUPID)
