Correspondence - Self Paced Courses and Books

Sales Training - The Loan Officer's Practical Guide to Marketing Workbook with Tools

Originator Training -  Loan Officer's Practical Guide to Residential Finance

The Loan Officer Guide Bundle

Processor Training - The Practical Guide to Processing

Compliance Training - The Loan Officer's Practical Guide to Compliance

The Practical Guide Library

Sales Training - The Loan Officer's Practical Guide to Marketing

The Loan Officer's Practical Guide to Marketing is the premier business development book for loan officers.  Unlike many other "sales books" about selling, this book is a nuts and bolts approach.  It gives specific, time-proven systems along with the underlying statistics and data that demonstrate why the systems work

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At the heart of the process is a three tiered approach - 1.) real estate sales professionals, 2.) niche marketing and 3.) financial intermediaries and real estate related professionals.  The loan officer also learns to establish a marketing plan.  The key focus of this effort is the process of identifying, contacting and classifying their prospects.  The system employs common software and time in motion blocking to develop a weekly plan that the loan officer can follow consistently.   The culmination of this effort is the assembly of an introductory package.  

In addition, there are value added service business development systems, time management business development systems, and call planning business development systems. 

There is no theory involved in the deployment of this program.  There are not thousands of tactics that tend to distract the loan officer from the completion of a marketing plan.  There is one simple, concise and unified approach that, once implemented, is repeated in perpetuity. 

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Originator Training -  Loan Officer's Practical Guide to Residential Finance

Published since 1992, and updated annually, this 198 page textbook was written as an answer to the "sink-or-swim" training methods of many mortgage firms. The format is designed to give the newly initiated loan officer/agent, lender, processor, or other initiate the practical information they need to do the loan officer's job.

The reader learns how to understand rate and point quotes, how to use a financial calculator, how to make basic computations customers require, how to understand loan programs and compare product features. The student progresses through understanding loan specifications - Conventional Conforming, Jumbo, FHA/VA and Sub-Prime program guidelines - to a practical understanding of ratios, income, assets and closing costs, debts and credit history. This is then placed in the context of the loan application - how to collect all the required documents and disclosures and supervise a loan from application to closing.

Beyond the basics, students learn how to finance various property types; condos, PUDs, new construction and investment property. A detailed chapter on refinancing addresses the issues which most often confront the loan officer in a period of heavy refinancing - 10 reasons to refinance.  Finally, understanding how loans are made in the secondary market and the basics of interest rate quoting and behavior are covered.

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Add the Loan Officer's Practical Guide to Residential Finance to your Loan Officer's Practical Guide to Marketing order and save an additional $21!

Processor Training - The Practical Guide to Processing

This product is designed to give the new or entry level processor all information necessary to be able to quickly learn to manage a pipeline. Most processors learn the job in segmented pieces, moving from loan file set-up, data entry, and clearing conditions to managing a pipeline. This book allows the processor to learn, step-by-step, the functions they are expected to execute.

Processing has been described as the life blood of the mortgage business - a company lives or dies based on its ability to deliver excellent service. Most of the burden for providing excellent service falls on the processing function. Few companies have formal processing training. This product is designed to help processors manage larger pipelines more efficiently.

The reader learns the functions, challenges and career path of the processing position. Detailed, step-by step instructions cover loan intake, loan file set-up, regulatory disclosure requirements, vendor management, file status reporting, borrower communication, file readiness determination, pre-underwriting review, working with automated underwriting, satisfying loan stipulations, pre-closing preparation and file audit preparation.

Specific treatment of various specialty programs is included, such as construction loans, FHA and VA loans, streamline refinances, debt consolidation, brokered loans versus in-house underwritten loans. Time management techniques, automation integration other management techniques.

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Compliance Training - The Loan Officer's Practical Guide to Compliance

For the new loan officer, the first introduction to training he or she receives is a battery of regulatory compliance training. While this is not on the job, vocational training, knowledge of how regulations require the loan officer to conduct his or her job can aid the loan officer in developing rapport with a customer and help close more loans.

The reader learns the requirements of the Federal Laws - who the regulators are and the impetus of the laws. This is followed with a detailed treatment of the Real Estate Settlement Procedures Act (RESPA), Truth-in-Lending (TILA), Federal Consumer Protection Laws like the Equal Credit Opportunity Act (ECOA), Fair Credit Reporting Act (FCRA) and Federal Privacy Acts (Gramm-Leach-Bliley), Home Mortgage Disclosure Act and others. Many compliance books are written from the perspective of a lawyer, providing citations and case law. This book is written in plain English from the perspective of the loan officer's daily business - the forms and disclosures, how they are completed, what they mean, and the practical applications of the law in daily life.

In addition, sections on Understanding Mortgage Fraud, Understanding Predatory Lending and Understanding Ethics take the same plain English, practical approach. Each identifies the practices and how they may appear in day-to-day lending. Most importantly, the lessons are plain in how to avoid becoming involved in even the appearance of impropriety.

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Purchase the entire practical guide library for your resource center today.  Includes the Loan Officer's Practical Guide to Residential Finance, The Practical Guide to Marketing, The Loan Processor's Practical Guide, and the Loan Officer's Practical Guide to Compliance.