AUDIO = Loan Officer Survival Lesson 4-6: Selling Benefits Not Rate When Marketing A Mortgage
BATTLECALL GUEST EXPERT: Loan Officer Survival With Erik Webster
In this unit we're going to talk about selling benefits not rate. When you go from conforming to the sub-prime universe, you've got to switch your mindset away from the raw interest rate and focu on selling the long-term benefits (and hot buttons) of the deal. And uncovering your customer's story will help you to better sell the benefits you have to offer. I show you how.
LOAN OFFICER SURVIVAL TRAINING LESSONS:
TRAINING MODULE 1: THE BASICS OF BEING A LOAN
OFFICER IN THE MORTGAGE INDUSTRY
Loan Officer Survival Lesson 1-1: Introduction To Mortgage Training Module 1
http://www.mortgagebattlecall.com/public/1046.cfm
Loan Officer Survival Lesson 1-2: Your Ideal Sales Day As A Loan Officer
http://www.mortgagebattlecall.com/public/1047.cfm
Loan Officer Survival Lesson 1-3: What Everyone Does And Doesn't Do In The
Mortgage Business
http://www.mortgagebattlecall.com/public/1048.cfm
Loan Officer Survival Lesson 1-4: Treating Being A Loan Officer Like A Career
http://www.mortgagebattlecall.com/public/1050.cfm
Loan Officer Survival Lesson 1-5: Putting 10K In Your Pocket In The Next 6 To 8 Weeks
http://www.mortgagebattlecall.com/public/1049.cfm
TRAINING MODULE 2: STARTING FROM SCRATCH AS A LOAN
OFFICER OR
RESTARTING YOUR MORTGAGE CAREER
Loan Officer Survival Lesson 2-1: Introduction To Mortgage Training Module 2
http://www.mortgagebattlecall.com/public/1051.cfm
Loan Officer Survival Lesson 2-2: Your First Day As A Loan Officer, Gaining Momentum
http://www.mortgagebattlecall.com/public/1053.cfm
Loan Officer Survival Lesson 2-3: Breaking Pride And Lazy Behavior In The
Mortgage Business
http://www.mortgagebattlecall.com/public/1052.cfm
Loan Officer Survival Lesson 2-4: Being Organized In Your Mortgage Pipeline And Lead
Follow-Up
http://www.mortgagebattlecall.com/public/1054.cfm
Loan Officer Survival Lesson 2-5: Avoiding Rate Sheets And Other Distractions
At The Beginning Of Your Mortgage Training
http://www.mortgagebattlecall.com/public/1055.cfm
Loan Officer Survival Lesson 2-6: Knowing Your Numbers As A Loan Officer
http://www.mortgagebattlecall.com/public/1056.cfm
Loan Officer Survival Lesson 2-7: Humbling Yourself To Your Betters And
Ignoring Your Lessers In The Mortgage Business
http://www.mortgagebattlecall.com/public/1057.cfm
TRAINING MODULE 3: MORTGAGE PROSPECTING AND LEAD MANAGEMENT
Loan Officer Survival Lesson 3-1: Introduction To Mortgage Training Module 3
http://www.mortgagebattlecall.com/public/1058.cfm
Loan Officer Survival Lesson 3-2: Respecting A Good Lead When Mortgage
Marketing
http://www.mortgagebattlecall.com/public/1059.cfm
Loan Officer Survival Lesson 3-3: The Difference Between Selling
Internet/Permission Based Mortgage Leads And Cold Calling Mortgage Leads
http://www.mortgagebattlecall.com/public/1060.cfm
Loan Officer Survival Lesson 3-4: Generating Mortgage Leads Via The Phone And Handling
Live Transfer Calls
http://www.mortgagebattlecall.com/public/1061.cfm
Loan Officer Survival Lesson 3-5: Mortgage Lead Management, Why Less Is More
http://www.mortgagebattlecall.com/public/1062.cfm
Loan Officer Survival Lesson 3-6: Welcome To The Wonderful World Of Quotas As
A Loan Officer
http://www.mortgagebattlecall.com/public/1063.cfm
TRAINING MODULE 4: TURNING A MORTGAGE LEAD INTO A PAYCHECK
Loan Officer Survival Lesson 4-1: Introduction To Mortgage Training Module 4
http://www.mortgagebattlecall.com/public/1064.cfm
Loan Officer Survival Lesson 4-2: Finding Hot Buttons On Your First Mortgage
Marketing Contact
http://www.mortgagebattlecall.com/public/1065.cfm
Loan Officer Survival Lesson 4-3: Understanding Sub-Prime Mortgage Marketing Prospects
http://www.mortgagebattlecall.com/public/1066.cfm
Loan Officer Survival Lesson 4-4: Preparing For Your "Go Call" When
Calling Mortgage Leads
http://www.mortgagebattlecall.com/public/1067.cfm
Loan Officer Survival Lesson 4-5: Using The "Go Call" Script And Selling The
Appraisal To Your Mortgage Prospects
http://www.mortgagebattlecall.com/public/1068.cfm
Loan Officer Survival Lesson 4-6: Selling Benefits Not Rate When Marketing A
Mortgage
http://www.mortgagebattlecall.com/public/1069.cfm
Loan Officer Survival Lesson 4-7: Getting A Full Closing Package In 3 Days Or Less
And Funding A Mortgage Loan In 4 Weeks
http://www.mortgagebattlecall.com/public/1070.cfm
TRAINING MODULE 5: BEING A MORTGAGE SALES PROFESSIONAL
Loan Officer Survival Lesson 5-1: Introduction To Mortgage Training Module 5
http://www.mortgagebattlecall.com/public/1071.cfm
Loan Officer Survival Lesson 5-2: Making Money Without Hurting Your Mortgage Clients
http://www.mortgagebattlecall.com/public/1072.cfm
Loan Officer Survival Lesson 5-3: Don't Whale Hunt When Mortgage Marketing Or
Selling Mortgages, Even Jesus Loved The
Little Ones
http://www.mortgagebattlecall.com/public/1073.cfm
Loan Officer Survival Lesson 5-4: Selling The Mortgage Program After The Appraisal Is
Done
http://www.mortgagebattlecall.com/public/1074.cfm
Loan Officer Survival Lesson 5-5: The Cure For Mortgage Commission Breath
http://www.mortgagebattlecall.com/public/1075.cfm
Loan Officer Survival Lesson 5-6: Why Loan Officer Commission Splits Are Irrelevant
http://www.mortgagebattlecall.com/public/1076.cfm
Loan Officer Survival Lesson 5-7: Working With Pushy Mortgage People Like You
http://www.mortgagebattlecall.com/public/1077.cfm
Loan Officer Survival Lesson 5-8: Loyalty Is Our Currency In The Mortgage
Business, Not Money
http://www.mortgagebattlecall.com/public/1078.cfm
TRAINING MODULE 6: REAL WORLD MORTGAGE MARKETING AND SALES
CLOSING TECHNIQUES
Loan Officer Survival Lesson 6-1: Introduction To Mortgage Training Module 6
http://www.mortgagebattlecall.com/public/1079.cfm
Loan Officer Survival Lesson 6-2: The Miracle Close For Sub-Prime Mortgage
Loans
http://www.mortgagebattlecall.com/public/1080.cfm
Loan Officer Survival Lesson 6-3: Isolating Mortgage Rate Versus Mortgage Payment
http://www.mortgagebattlecall.com/public/1081.cfm
Loan Officer Survival Lesson 6-4: Who Wears The Pants When Mortgage Marketing?
http://www.mortgagebattlecall.com/public/1082.cfm
Loan Officer Survival Lesson 6-5: The 3 Reasons People Do Things
http://www.mortgagebattlecall.com/public/1083.cfm
Loan Officer Survival Lesson 6-6: Breaking The 30-Year Fixed Mortgage Trap
http://www.mortgagebattlecall.com/public/1084.cfm
Loan Officer Survival Lesson 6-7: Cleaning House On Your Mortgage Leads, Your
Bi-Weekly Marketing Crisis
http://www.mortgagebattlecall.com/public/1085.cfm
Loan Officer Survival Lesson 6-8: Living The SWSWSW Mortgage Mentality (Some Will,
Some Won't, So What)
http://www.mortgagebattlecall.com/public/1086.cfm
Loan Officer Survival Lesson 6-9: Surviving Your First Big Mortgage
Commission Windfall, Living
Middle Class While Making A Five Figure Monthly Check
http://www.mortgagebattlecall.com/public/1087.cfm
TRAINING MODULE 7: THE OPTION ARM MORTGAGE, HOW TO SELL IT
AND HOW IT WORKS
Loan Officer Survival Lesson 7-1: Introduction To Mortgage Training Module 7
http://www.mortgagebattlecall.com/public/1088.cfm
Loan Officer Survival Lesson 7-2: How The Option ARM Mortgage Works, The Technical
Stuff
http://www.mortgagebattlecall.com/public/1089.cfm
Loan Officer Survival Lesson 7-3: How To Prospect And Close The Option ARM
Mortgage Versus Sub-Prime Mortgage
http://www.mortgagebattlecall.com/public/1090.cfm
Loan Officer Survival Lesson 7-4: Dealing With Negative Amortization
Objections From Mortgage Clients
http://www.mortgagebattlecall.com/public/1091.cfm
TRAINING MODULE 8: HOW TO ADD PURCHASE MORTGAGE
DEALS TO YOUR LOAN PIPELINE
Loan Officer Survival Lesson 8-1: The Difference Between Purchase And
Refinance Mortgage Loans
http://www.mortgagebattlecall.com/public/1455.cfm
Loan Officer Survival Lesson 8-2: What You Can Charge On A Purchase Mortgage
Deal And How To Defend Your Fees
http://www.mortgagebattlecall.com/public/1456.cfm
Loan Officer Survival Lesson 8-3: How To "Realtor-Proof" The Mortgage Deal
(As Much As Possible)
http://www.mortgagebattlecall.com/public/1457.cfm
Loan Officer Survival Lesson 8-4: Why A Down Market In The Mortgage Business
Is Your Friend
http://www.mortgagebattlecall.com/public/1458.cfm
Loan Officer Survival Lesson 8-5: How To Get In With Expired Property
Listings
http://www.mortgagebattlecall.com/public/1459.cfm
Loan Officer Survival Lesson 8-6: How To Work With A FSBO (For Sale By Owner)
Property
http://www.mortgagebattlecall.com/public/1460.cfm
Loan Officer Survival Lesson 8-7: How To Do Both Real Estate And Mortgage
Transactions For More Profit And Get Paid Twice
http://www.mortgagebattlecall.com/public/1461.cfm
Loan Officer Survival Lesson 8-8: How To Cross Sell Realtors Easily And
Understanding Them (Despite Their Flaws!)
http://www.mortgagebattlecall.com/public/1462.cfm
Loan Officer Survival Lesson 8-9: Setting-Up Realtors For An Effective Lead
Exchange Program
http://www.mortgagebattlecall.com/public/1463.cfm
Loan Officer Survival Lesson 8-10: Call Capture Lead Technology And How To
Use It To Generate New Business
http://www.mortgagebattlecall.com/public/1464.cfm
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