Loan Officer Survival Audio Lessons

This department covers information specific to loan officer survival (especially in the first few months of your new career) as well as ongoing support, financial advice and mortgage training to make sure you succeed and close loans. The mortgage industry isn't for the faint of heart and this series of audio recordings delivers the straight dope on what it takes to succeed in the competitive and cut-throat loan business.

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AUDIO = Loan Officer Survival Lesson 1-1: Introduction To Mortgage Training Module 1
Before you can succeed, you've got to realize why you are here and what you are doing. By understanding the motivations of your managers and the company you work for, you can begin to understand how you will survive and thrive in this business. Here is a brief introduction and welcome to the audio course. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 1-2: Your Ideal Sales Day As A Loan Officer
Focus on the beauty of working Monday to Thursday and have 3 days off each week. That's what the ideal sales day is. It's the day you make yourself and get everything done you need to accomplish so you can have your weekends to yourself. Create your own life on your own terms. Here's how! . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 1-3: What Everyone Does And Doesn't Do In The Mortgage Business
Here we discuss what everyone's role is during the loan process. It is imperative that you understand what the roles are that each third party plays in the transaction. Only then can you close loans more quickly and smoothly and make more money. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 1-4: Treating Being A Loan Officer Like A Career
If you are simply looking for a "JOB", then maybe this isn't the career for you. Being a loan officer or mortgage broker isn't just about the money. It's about helping people. And this is one career you can make lots of money in and help a tremendous amount of people. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 1-5: Putting 10K In Your Pocket In The Next 6 To 8 Weeks
In this section today, we're going to discuss some bread and butter issues. So, now lets start breaking down how to do the actual functions of a loan officer. I need you to listen to me and put your heart and passion into things. Follow my guidance and you'll hit these targets. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 2-1: Introduction To Mortgage Training Module 2
In this module, we're going to talk about getting started on your first day. What steps to take and how this will affect your initial ramp-up period and getting some momentum going. If you are too survive in this business, you've got to do things consistently. Here's how. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 2-2: Your First Day As A Loan Officer, Gaining Momentum
The most important time in your career is your first week. And in this lesson, we're going to discuss some strategies to fill your pipeline immediately. Without a quick and steady income, you can kiss your career goodbye. But, I won't let that happen to you. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 2-3: Breaking Pride And Lazy Behavior In The Mortgage Business
In this lesson, we'll be taking about breaking pride and lazy behavior. In essence, showing up to work to do work. And pride comes from when you forget that you are here to make money and put money into the company's bank account, whereby you draw a salary. It's that's simple. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 2-4: Being Organized In Your Pipeline And Lead Follow-Up
In this lesson we'll be taking about being organized in your follow-up and your pipeline. We're going to discuss a concept called timeblocking and how to distribute the hours of your week as well as each individual day. Top producers know the value of each minute and how to use it. You will too! . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 2-5: Avoiding Rate Sheets And Other Distractions At The Beginning Of Your Mortgage Training
In this portion we're going to talk about lender account executive rate sheets and how they fit into your daily focus. Don't get distracted by all the numbers, there's a reason why I want you to pay attention and not get distracted by them. Top producers learnt this early on in their careers and now you will too. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 2-6: Knowing Your Numbers As A Loan Officer
In order to succeed, you've got to know what you're talking about. In this lesson, we cover the important facts and figures you need to know and how to best convey this to the customer. This includes refinance timelines, appraisals and what these figures all mean. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 2-7: Humbling Yourself To Your Betters And Ignoring Your Lessers In The Mortgage Business
No one ever reached the pinnacle of success on their own. In this lesson we discuss how to humble yourself to your betters and ignoring your lessors. You need to be mentally tough if you have any chance of succeeding in the mortgage industry. Here is some more sage advice. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 3-1: Introduction To Mortgage Training Module 3
In today's module we're going to talk about getting leads and the proper way to handle those leads once you have them in your pipeline. We're going to talk about respecting a good lead, and how to approach Internet and cold call leads. Then we'll discuss live lead transfers, lead management, and company quotas. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 3-2: Respecting A Good Lead When Mortgage Marketing
We're going to discuss respecting a good lead and what a bad lead is. A good lead is really just a mini 1003 loan application, a bad lead is a lead without enough information or someone that is wasting your time. In this lesson, I cover some strategies on how to get and approach these "good" leads and not wasting your time on the bad. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 3-3: The Difference Between Selling Internet/Permission Based Mortgage Leads And Cold Calling Mortgage Leads
In this chapter we're going to discuss some of the differences with Internet based leads versus cold called leads. I tell you what many people won't about the dangers of Internet leads and how you can make them work for you. As with any lead service, it's always buyer beware. Here's why... . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 3-4: Generating Mortgage Leads Via The Phone And Handling Live Transfer Calls
In this chapter I discuss generating leads via the phone and how to handle live lead transfers. This is the meat and potatoes of your mortgage business and in this lesson I tell you how to approach and get on the phone for maximum impact. If you can master this skill, you will be well on your way to becoming a top producer. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 3-5: Mortgage Lead Management, Why Less Is More
Welcome to the unit called lead management, otherwise known as... don't be delusion as to what is business. In order to work a lead effectively, you've got to be able to separate the wheat from the chaff. In this lesson, I tell you how to do this quickly and easily. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 3-6: Welcome To The Wonderful World Of Quotas As A Loan Officer
There is a lot of misunderstanding regarding quotas especially with many loan officers being independent contractors. But the first "quota" you have to make is to yourself and your monthly bills. In this lesson, I breakdown how you can meet and exceed your own expectations. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 4-1: Introduction To Mortgage Training Module 4
In this training module we're going to discuss several things involved in converting a person who has raised their hand as a prospect and is interested in something, into an actual bonifide borrower. Follow these milestones and you'll have a lot less fallout in your pipeline. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 4-2: Finding Hot Buttons On Your First Mortgage Marketing Contact
In this particular unit we're going to discuss several things. Our biggest focus will be finding hot buttons to hit on your first or second contact with the customer. Depending on what type of loan you are looking at and the reasons behind it, how soon you uncover the customer's true motivations will dictact how many contacts it takes. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 4-3: Understanding Sub-Prime Mortgage Marketing Prospects
We're going to discuss understanding the sub-prime and non-conforming mindset. In this lesson, you'll hear a truth that can be a little creepy on what the sub-prime borrower's credit tells you about the actual borrower. It's all revealed inside and you'll be able to use these secrets to your benefit and profit by it. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 4-4: Preparing For Your "Go Call" When Calling Mortgage Leads
On this particular portion, we're going to discuss getting prepared for your "go call" otherwise known as your "call to". This is where you're going to take the prospect based on the information that they've given you on your first contact and convince them to go with you. In this lesson, I explain how to do this. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 4-5: Using The "Go Call" Script And Selling The Appraisal To Your Mortgage Prospects
Welcome to one of the most important units in your loan officer training. In this lesson we'll go through the "go call" script and our sample borrowers, Mr. and Mrs. Jellystone. I'll show you how to open a call and convert your prospects into potential customers and then into solid borrowers. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 4-6: Selling Benefits Not Rate When Marketing A Mortgage
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. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 4-7: Getting A Full Closing Package In 3 Days Or Less And Funding A Mortgage Loan In 4 Weeks
This whole unit is about getting your entire deal funded in 4 weeks or less from start to finish. In this lesson, we'll go through the entire process from start to finish and how you can speed-up things to get your deals closed more easily and put more income into your pocket faster. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-1: Introduction To Mortgage Training Module 5
This module is all about being a true sales professional We're going to talk about how you treat your clients and work with your processors, managers, and others. In this lesson, we'll cover all this and more and how you can step up to the next level in your loan production. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-2: Making Money Without Hurting Your Mortgage Clients
In this unit we're going to discuss making money without raping your clients. And it has a lot more to do with your overall mentality than it does with anything else. There is a fine line between being a good salesman and being a rip off artist. I explain the difference. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-3: Don't Whale Hunt When Mortgage Marketing Or Selling Mortgages, Even Jesus Loved The Little Ones
In this unit we're going to discuss whale hunting. I gave it sort of a funny title, but there's a reason for it. I tell you about a great story about someone new in our office who went after the big whale and what happened. There's a danger to going after the big fish when the little fish aren't in your pipeline. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-4: Selling The Mortgage Program After The Appraisal Is Done
There's a reason why you want to sell the program only after the appraisal has been completed on the property. Many times, the terms on the loan will change and the worst thing in the world is to have someone claim that you bait and switched them. By selling the loan only after the appraisal is in, you'll look good and protect your back. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-5: The Cure For Mortgage Commission Breath
You may have heard that desperate people sound desperate and it's true! People on the other end of the line can hear and sense it and it turns many of them off. There's a certain nack to closing people and pushy people usually walk away empty handed. Don't get commission breath! . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-6: Why Loan Officer Commission Splits Are Irrelevant
In this unit we're going to discuss why most splits are irrelevant. Most salespeople think that the commission split is eveything, but a mere 10% to 15% split isn't worth you jumping ship. You'll lose time, and you'll lose much of your current pipeline. Once you had the numbers up, it might not be worth it after all. So look long-term rather than a short-term quick commission jump. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-7: Working With Pushy Mortgage People Like You
Sales floors are completely different environments than a lot of jobs. In sales, people tend to be very proud and ego driven in their work. It's in their makeup. In this lesson, we'll go over several different types of sales people and how you can handle them effectively. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 5-8: Loyalty Is Our Currency In The Mortgage Business, Not Money
This may seem funny when we say currency we usually mean money, but in this lesson it's really the currency of loyalty that will pay you the most over the lifetime of your career. Loyalty of your clients and the loyalty of your co-workers. I'll explain how you can use loyalty to your advantage and win. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 6-1: Introduction To Mortgage Training Module 6
In this module we're going to cover real-world mortgage sales techniques such as how to do the miracle close, how to sell an option ARM, isolating rate versus payment, figuring out who wears the pants, the three reasons why people do things, cleaning house on your leads, and much, much more. This module is jammed-packed with great information you can use immediately to boost your bottom line. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 6-2: The Miracle Close For Sub-Prime Mortgage Loans
Right now in the industry almost no one is using this "miracle close" which is being used by some of the top producers in the industry. This is one of the most progressive ways you can close a loan prospect and you'll learn how to do it yourself extremely effectively. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 6-3: Isolating Mortgage Rate Versus Mortgage Payment
In this unit, we're going to discuss rate versus payment. Many consumers see rate and payment as essentially the same thing. But if you're going to be selling a lot of interest-only and option ARM loans, you're going to need to break these up in order to sell the deal. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 6-4: Who Wears The Pants When Mortgage Marketing?
If you want to lessen the amount of fallout you have in your pipeline, what you'll need to do is first figure out who the main decision maker is. People think often it's the man, but really it's the woman who'll end-up sinking the deal. Because women tend to be more conservative in nature. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 6-5: The 3 Reasons People Do Things
In this lesson, we're going to discuss the 3 reasons why people do things. In sales, there are only 3 reasons why people will buy or do anything. Follow along as I break down these motivating factors and by understanding how people think and react, you'll be able to sell that much more effectively. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 6-6: Breaking The 30-Year Fixed Mortgage Trap
Because of rampant advertising, most consumers believe that the 30-year fixed rate is the only way to go. By breaking your customers out of this mindset, you'll be able to introduce them into loan programs that are more suitable for their situation and earn much more than you could otherwise. . . . >>>> READ MORE...

AUDIO = Loan Officer Survival Lesson 6-7: Cleaning House On Your Mortgage Leads, Your Bi-Weekly Mortgage Marketing Crisis
This is something I've been doing a long time and it's worked great to clear the dead weight out of my pipeline. By creating a "crisis" you get customers to take notice and act where they otherwise wouldn't. Sometimes people need something to motivate themselves before they can make a decision. And fear of loss on a great interest rate is a wonderful motivator! . . . >>>> READ MORE...

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