Loan Officer Survival

"I just wanted to thank you for putting together a professional, top-notch website. I joined today as a member of Battlecall and I have browsed the website and it is packed full of helpful information. I am fairly new in the mortgage business and this site will really help me out. Keep up the good work and I will spread the word to my mortgage buddies."
Chris Johnson, Loan Officer

"Hi Rob, there is so much here it's going to take me a while to go through it all. Wow great stuff!!!"
Charles Larkin, New Loan Officer

"The templates and marketing campaigns will prove extremely useful I'm sure. I can't wait to start using them in my marketing campaigns as I go out on my own under my own license and will keep you up to date on everything as I go."
Mike Martel, Senior Loan Officer

"This site is a tremendous resource. Rob, you've done a good job here. Bravo! :-)"
Nancy Duby, Former Processor Now A Loan Originator

"Rob, I love your new Battlecall site and your Sink Or Swim Loan Closing System that I purchased."
Ryan Loesch, Loan Officer

"I am so happy to have found your web-site. I'm changing careers and the site is a wonderful resource. Thank you Rob, be well."
Sukey Dominguez, New Loan Officer

"Hey Rob, I just wanted to drop you a line personally and tell you how great I think your site is. The monthly fee is far outweighed by your content and training tools. I mostly browse the forums but have posted once or twice. I wanted to just say thanks in advance."
Mike Colagrossi, Senior Loan Officer

"I am new to your site and this information looks fantastic."
Chris Rosenbergen, Loan Officer

"Just a note to let you know that I feel your website is very informative. Thank you for your attention to detail and value added service you are providing us loan officers in the field. Your efforts to provide this at about a dollar or so a day per member is literally pushing the envelope to new extremes compared to other training I have purchased. Best of days to you."
Brian Furey, New Loan Officer

"Your site "battlecall" is awesome and is the only mortgage site that I will subscribe to, real value and thanks a million."
Jackie Hotchkiss, Licensed Mortgage Broker

"Thanks for picking up the torch here. Coming up with fresh marketing materials and good sales copy is something I think a lot of us always intend on doing, yet rarely find the time to see through. Thanks for the support. This site is great!"
Nathan Canning, Loan Officer

"I love your site and your info and your enthusiam, thank you!"
Debby Eller, Loan Officer

You can read and listen to more member success stories here.

Join now and become a mortgage warrior today...

Home | Loan Officer Survival

Site Search

Loan Officer Survival

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.

Not a member? Join now and get instant access to all of our mortgage training resources...

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

AUDIO = Loan Officer Survival Lesson 6-8: Living The SWSWSW Mortgage Mentality (Some Will, Some Won't, So What)
In this unit, we're going to discuss the SWSWSW mentality. In sales, you've got to be mentally tough. Customers lie, they get aggressive, some disapear entirely, and some dead deals even come back to life as a closed loan. Do your daily activities such as prospecting, processing and marketing, and you'll keep yourself on track. Failure to stay mentally tough will quickly put you out of the running. . . . read more

AUDIO = Loan Officer Survival Lesson 6-9: Surviving Your First Big Commission Windfall, Living Middle Class While Making A Five Figure Monthly Check
Every sales person goes through an initial experience of euphoria. You get a great big windfall and go nuts. But, if you can hold-off on your instant gratification, you'll be able to prepare yourself in case you encounter a rough month. Doing this will ensure that you survive in your mortgage career. . . . read more

AUDIO = Loan Officer Survival Lesson 7-1: Introduction To Mortgage Training Module 7
In this series of units we're going to discuss selling the Option ARM. The Option ARM is one of the most misunderstood and also one of the most profitable loans we can sell. There are few other mortgage loans where you can make $10,000 to $15,000 per loan and I explain how you can do it. . . . read more

AUDIO = Loan Officer Survival Lesson 7-2: How The Option ARM Mortgage Works, The Technical Stuff
In this unit we're going to discuss the technical side of how the Option ARM works. Some people call this loan the "pick a payment" loan option. There are 4 payment choices on these types of loans and in this lesson I explain the inside details on how this loan works. . . . read more

AUDIO = Loan Officer Survival Lesson 7-3: How To Prospect And Close The Option ARM Mortgage Versus Sub-Prime Mortgage
The Option ARM is usually an Alt-A or straight A-paper product. You need to make sure you have more LTV (loan to value) clients with a LTV of 80% or less. If you plan on offering any cashout, you'll need a credit score of 630 or higher. In this lesson, I show you how you can explain these complex concepts to your clients. . . . read more

AUDIO = Loan Officer Survival Lesson 7-4: Dealing With Negative Amortization Objections From Mortgage Clients
In this last portion, we're going to discuss the aspect of negative amortization and how it enters into the loan process. We live in the age of the Internet and somehow it almost always comes up. You want to make sure you control this during the course of the conversation. In this lesson, I explain how you can overcome these normal objections from clients. . . . read more

AUDIO = Loan Officer Survival Lesson 8-1: The Difference Between Purchase And Refinance Mortgage Loans
One of the first things you need to realize is that with purchase loans they have a longer closing cycle than refinance loans. And with that, it means that more things can go wrong on the loan with more fingers in the pie. Realtors are notorious for mucking things up and here's why. . . . read more

AUDIO = Loan Officer Survival Lesson 8-2: What You Can Charge On A Purchase Mortgage Deal And How To Defend Your Fees
In this unit, we're going to discuss what you can charge on your fees during a purchase loan and how to best handle real estate agents. In a perfect world, the agent would act rationally and do everything you tell them to do, but this isn't always the case. Your fees have a lot to do with this, and I explain why. . . . read more

AUDIO = Loan Officer Survival Lesson 8-3: How To "Realtor-Proof" The Mortgage Deal (As Much As Possible)
Realtors are human beings driven by a fear of loss, always remember this. You can use this fundamental character flaw to your advantage if you know how. As a loan officer, it's your job to get the deal to work, but if the realtor didn't sell the property at the right price-point, you could be in real trouble. Here's why... . . . read more

AUDIO = Loan Officer Survival Lesson 8-4: Why A Down Market In The Mortgage Business Is Your Friend
A slow mortgage market can be your best friend if you know what to do. I know it sounds counter-intuitive but if you play your cards right even in a bad market you can make a lot of money. With my mortgage training, you'll not only survive but thrive! . . . read more

AUDIO = Loan Officer Survival Lesson 8-5: How To Get In With Expired Property Listings
In this lesson, I'm going to tell you the secret on how to get in with expired property listings. Many loans officers don't know about this potential goldmine of mortgage marketing. Now "expired" property owners are far more motivated than the "for sale by owner" types, and here I show you how to tap into this lucrative area. . . . read more

AUDIO = Loan Officer Survival Lesson 8-6: How To Work With A FSBO (For Sale By Owner) Property
In this unit, we're going to discuss how to work with For Sale By Owner property owners, what motivates them and how you can help. They tend to be more difficult to deal with than "expired" realtor listings. FSBO prospects fall into two categories, and when you know why...you can use this to your best advantage. . . . read more

AUDIO = Loan Officer Survival Lesson 8-7: How To Do Both Real Estate And Mortgage Transactions For More Profit And Get Paid Twice
If you've ever wanted to double dip in the real estate industry and play on both the mortgage and property side, then this lesson will help explain how you do that. Many loan officers are realtors and vice-versa and when you realize why, you may want to consider doing it as well. . . . read more

AUDIO = Loan Officer Survival Lesson 8-8: How To Cross Sell Realtors Easily And Understanding Them (Despite Their Flaws!)
Real estate agents are a unique breed. But, once you fully understand them, you'll be able to sell more effectively and easily cross-sell. In this lesson, I explain how you can do this and what you should expect from your trusty neighborhood realtor. . . . read more

AUDIO = Loan Officer Survival Lesson 8-9: Setting-Up Realtors For An Effective Lead Exchange Program
Realtors can be a goldmine of new mortgage prospects, but most agents won't give you, the loan officer, the time of day. In this lesson, I dig deeper into some of the best mortgage marketing strategies and what you can do to set up an effective mortgage lead exchange program. And the best part is that once you have a few realtors under your belt, they should be sending you a steady stream of free mortgage leads. . . . read more

AUDIO = Loan Officer Survival Lesson 8-10: Call Capture Lead Technology And How To Use It To Generate New Business
Not many people know about call capture technology. Even if a customer has a blocked number, you can still get their contact information when mortgage marketing. Offering a free report or property listing information is an easy and effective "hook" to get your phone to ring. A few minutes of your time, could generate on average about 2 to 3 new call-ins a day. How many of these people could you convert? Do the math. . . . read more