1. Branch Training and Setup for Success and Profitability
1.1. Managing Other People Training http://www.wikihow.com/Learn-to-Manage-People
1.1.1. 10 Steps On How To Manage People
1.1.1.1. Figure out what is going to change about your role now that you are a manager
1.1.1.2. Prepare for the transition
1.1.1.3. Identify your goals
1.1.1.4. Know your team
1.1.1.5. Match tasks with staff
1.1.1.6. Meet with your team members
1.1.1.7. Be visible
1.1.1.8. Document team activities
1.1.1.9. Reward performance
1.1.1.10. Learn coaching
1.2. 8 "Be-Attitudes" of Holding People Accountable
1.2.1. Be clear about your expectations
1.2.2. Be sure of your facts
1.2.3. Be timely
1.2.4. Be Kind
1.2.5. Be Consistent
1.2.6. Be Discrete
1.2.7. Be Gracious
1.2.8. Be Balanced
1.3. P&L training
1.4. Compliance training
1.4.1. Social media
1.4.2. Documents
1.4.3. Email
1.5. HR Training
1.5.1. How to properly hire someone
1.5.2. How to property fire someone
1.5.3. Proper paper work
1.5.4. Benefits
1.6. Freedom Club training and accountability
2. Team in Place to help our Branch's
2.1. Vince Lee Majority Share Holder "Think and Grow Rich
2.2. Owen V. Lee, Vince's Son, Legal and Compliance Keeps us safe
2.3. Allison and Eugene, Operations Team
2.3.1. Underwriting
2.3.2. Processing
2.3.3. VLP's
2.3.4. Closers
2.3.5. Post Closers
2.3.6. Weekly contact with our Branches
2.4. Mike Gruley Reverse Mortgage
2.5. Theresa Trainer Branch Liaison / On Boarding Manager
2.6. Steve Seese / Technology Mastery
2.7. Kevin Broughton, Recruit/Retain/Profitability
2.8. Scott / Carl and Tammy The Marketing Animals / Freedom Club
2.9. Vicki Rice Marketing/ Branding / Social Media
2.10. Doug Cadaret Relationships Guru / Branch Management and accoutability
2.11. Sue Palfery Underwriting Manager
2.11.1. Managing all the underwriters
3. Overwhelmed / Growth Is Hard
3.1. 80/20
3.2. Clarity
3.3. Reactive
3.3.1. Look at phone before you get out of bed
3.3.2. Who Click the refresh button over and over again.
3.4. Time managment
3.4.1. Habits
3.4.2. Offence VS Defence
3.5. Don't know where to start
3.6. Lack of Income
3.7. To much on my plate
3.8. Fear of failure
3.9. Fear of the unknown
3.10. Lack of buyers
3.10.1. Connecting and engaging with past database
3.11. Lack of Realtor Relationships
3.12. No assistant, do I need one?
3.13. What should the assistant do for me?
3.14. No follow up in place
3.15. Sole Income earner
3.16. People don't like me
3.17. Lack of sales skills
3.18. Lack of communication
3.19. Lack of presentation skills
4. Fear
4.1. Fear of failure
4.2. Fear of being told no
4.3. Control freak / Can't let go
4.4. Fear of asking for the business and being told no
4.5. Fear of letting go / No one can do it as good as me
4.6. Fear of looking bad
4.7. Fear of loosing the dream
4.8. Fear of rejection
4.8.1. How fast you recover from the the noes
4.9. Fear of not knowing what to say
4.10. Fear of not being techie enough
4.11. Fear of warm and cold calling
4.12. Fear of competition
4.13. Lack of income to provide for my family
4.14. Fear of hiring the right person
4.15. Fear of firing the wrong people
4.16. I'm not like that
4.17. Fear of Success
4.18. Fear of the unknown
4.19. Fear of letting go and enjoying life!
5. Freedom
6. Coolness Factor For You!
7. Unlock the sale game
7.1. No call to action or sales triggers
8. Law Of Reciprocity
9. Reticular activator
10. Virtual Assistant
10.1. Onlinejobs.ph
10.2. virtualstafffinder.com
10.2.1. done for you
10.2.2. 3 options for the description you want
10.3. Branding on steriods
10.4. www.chrisducker.com/25tasks
11. workbook separate from mlo
11.1. Each chapter has content / worksheet / excercise
11.2. mlo road show events
12. landing page for book
12.1. http://frankkern.wpengine.com/get-the-book/?WickedSource=Facebook&WickedID=6057638112619
13. Loan Officer
13.1. Input complete 1003 into (LOS)
13.2. Pull credit
13.3. Evaluate loan applications and documentation by confirming credit worthiness
13.4. Approve loans or submit to 24 hour scenario desk (Staffed by underwriters)
13.5. Reject loans by explaining deficiencies to applicants
13.6. Deliver Bad News directly to the client and Realtor
13.7. Structuring or Re-Structuring Loan Program
13.8. Initial Disclosures
13.9. Re-disclosures
13.10. Agent Follow up
13.11. Builder Follow ups
13.12. Approval issues
13.13. All client conditions
13.14. All Real Estate agent and builder conditions
13.15. Weekly Pipeline Calls
13.16. Rush requests
13.17. Credit re-scores
13.18. Run files through AUS system
13.19. Email out Application Documents
13.20. Updating 4506T address if discrepancy
13.21. Status for all appraisals orders
13.22. Overnighting documents to clients
13.23. Hire Loan Partner / Fire Loan Partner
13.24. Hire and Fire Processor
13.25. Email Management
13.26. Marketing / Social media Management
13.26.1. Facebook
13.26.2. LinkedIn
13.26.3. Twitter
13.26.4. Youtube
13.26.5. Pinterest
13.27. Phones
13.28. New leads coming in
13.29. Approvaled buyers getting contracts
13.30. Past database management
13.31. Build new realtor relationships for continued growth
13.32. Maintain Realtor relationships for continued business
13.33. New Business
13.33.1. Traffic
13.33.2. Relationships
13.33.3. Follow Up
13.33.4. Call to action
14. Branch Team Plug and Play
14.1. Loan Officer Plug and Play For Huge Success
14.1.1. Input complete 1003 into AUS
14.1.2. Evaluate loan applications and documentation by confirming credit worthiness
14.1.3. Approve loans or submit to 24 hour help scenario desk. (Staffed by underwriters)
14.1.4. Reject loans by explaining deficiencies to applicants
14.1.5. Deliver bad news directly to the client and realtor
14.1.6. Loan Partner is provided to you by your Branch
14.1.7. Freedom Club
14.1.7.1. Access to everything we have
14.1.7.2. Mortgage Marketing Animals
14.1.7.3. Agent Mastermind
14.1.7.4. Follow My Clients
14.1.7.5. Monday – Thor’s Hammer – 12 weeks to get a coffee – Then 12 weeks of follow up (30-12-5) Current Partners – Did you work or did you play?
14.1.7.6. Tuesday - “Just Ask” campaign – Update everyone in transaction followed with a CTA – “Who do you know?” Or “Can I treat you to coffee”…(both agents, borrowers, seller, title or escrow agent, insurance agent (30% increase in pipeline)
14.1.7.7. Wednesday – Past Database of closed clients, Circle of Influence, BNI/leads group
14.1.7.7.1. 1 minimum from 100 in your database but some are getting 2-3 Closed loans per 100 from past database if you connect, engage and interact with them.
14.1.7.8. Thursday - Pre-Approved looking Other partners – CPA, Financial planners, Atty, Brokers/Title to teach classes Text current partners – Are you working this weekend? Let’s get them pre-approved.
14.1.7.9. Friday - Off from phone calls
14.2. Director of first impressions
14.2.1. General Office Duties: scanning files, copy documents, filing, etc.
14.2.2. Scheduling of appointments and appearances
14.2.3. Marketing tasks: Send Out Cards, Social Media, Fruit Baskets,
14.2.4. Database Management & Data Entry
14.2.5. Meets & Greets all clients in office & first phone contact
14.3. Loan Partner
14.3.1. Pre qualifying loan files (Licensed as a LO)
14.3.2. Initial Disclosures
14.3.3. Re-Disclosures
14.3.4. Agent Follow up / Builder Follow up
14.3.5. Approval issues
14.3.6. All client conditions
14.3.7. Work with Agents and Builder on their conditions
14.3.8. Weekly pipeline calls
14.3.9. Rush requests
14.3.10. Credit rescores
14.3.11. Run files through AUS system
14.3.12. Email / Edocs or Overnight docs to clients
14.3.13. Update 4506T address if discrepancy
14.3.14. Babysit and status on all appraisal orders
14.3.15. Answering upfront questions from clients & Realtors
14.3.16. Lock loans
14.4. Senior Processor
14.4.1. Pre underwrites file before submission for minimal conditions
14.4.2. Helps Clear conditions if needed along with contacting borrower
14.4.3. Keeps Realtors up to date on current status of files
14.4.4. Schedules closing with Realtors, Title, & Borrower
14.4.5. Hud approval with closing dept
14.4.6. Licensed
14.5. Processor
14.5.1. When file is received:
14.5.2. Order full voe for current job if we are using bonus, overtime, other income such as commission, etc. to qualify or if borrower has been on job less than 6 months.
14.5.3. Order verbal voe’s for all previous jobs listed in MB within a 2 year period to document dates of employment.
14.5.4. Conventional over 80% ltv, check that monthly MI is disclosed.
14.5.5. FHA – check that upfront and monthly MI disclosed
14.5.6. VA – check that upfront MI disclosed
14.5.7. RD – check that MI has been disclosed
14.5.8. Review file for missing items on the Loan Officer Checklist. We are only holding files for what is on this checklist.
14.5.9. Email Loan Officer/Loan Partner what is missing in order to proceed to UW. Copy and paste email into notepad and put the date in MB for Placed On Hold (when field is created). Once missing items are received, Processor to put date in MB for Resumed Processing (when field is created). For now, put in notepad.
14.5.10. FHA – check to see if Case Number is “Successful” and print for file
14.5.11. Order any VO’s, condo questionnaires, credit supplements if requested in notepad by the LO/Loan Partner prior to sending file to UW.
14.5.12. Run DO. If FHA, choose Chase. If Conventional (Hedge), choose preliminary findings. Post Closing will be choosing the investor and re-running the findings before file is shipped.
14.5.13. Complete doc tracking screen as applicable
14.5.14. In the meantime, Check to see if SSN verification is completed and print for file, Check to see if 4506T transcripts are completed and print for file. Any docs that come in while file is UW, take upstairs and put in file for UW.
14.5.15. When approval/suspense received:
14.5.16. Processor to notify LO/Loan Partner what Processor will be obtaining. Anything that involves speaking to a Borrower or Agent, LO/Loan Partner is responsible for.
14.5.17. When Appraisal is received, file to be submitted back to UW immediately, regardless if all other conditions are received or not.
14.5.18. Order final inspections when needed. LO/Loan Partner to let Processor know when to order.
14.5.19. Order appraisal revisions when needed.
14.5.20. All revised appraisals, final inspections and invoices to be uploaded to MB cabinet. Request revised SSR’s if there is an appraisal revision and upload to MB cabinet.
14.5.21. Review all PTC conditions when approval is received and review, execute and sign off on anything received already
14.5.22. Follow up on title commitment. When title is received, Processor to review and enter the required data into MB; taxes, invoice amount for mortgage, double check title company is correct. Processor to request and follow up on any revisions/docs needed. Commitment effective date should be within 60 days of closing or a Gap letter provided, ALTA9 endorsement provided, cpl dated within 30 days of closing, wire instructions, closing fees, invoice & 24 month chain of title deeds.
14.5.23. Request homeowners insurance, HO-6 policy and/or condo complex insurance – get contact info from LO.
14.5.24. Order subordinations once appraisal and loan is approved. Processor should check with LO/Loan Partner to make sure loan amount will not be changing prior to ordering.
14.5.25. Once all conditions are received, Processor to pull the credit soft pull on conventional loans only. Update any liabilities in MB if the payment went up at all or if any new debt was obtained.
14.5.26. Re-run DO w/all final info input into MB
14.5.27. Print new 1008/1003 for UW w/final info input into MB
14.5.28. Once clear to close:
14.5.29. Order payoffs on refinances and send to LO for review.
14.5.30. Re-pull soft pull if necessary
14.5.31. Print all invoices for all credit reports, supplements and “soft pulls”
14.5.32. Copy tax returns and any other docs that need to be signed at closing and put on left side
14.5.33. Review, execute and sign off on all remaining PTC conditions
14.5.34. Run HMDA checklist
14.5.35. Complete QC checklist
14.5.36. Do final verbal voe
14.5.37. Stack file according to stacking order
14.5.38. Enter Date To Closing into MB (when field is created). For now, put date to closing in the notepad
14.6. Processor Assistant
14.6.1. Gathers additional items needed for processing after signing
14.6.2. Orders title, verification, surveys, etc
14.6.3. Organizes file for submission and processing
14.6.4. Helps processor or loan partner gather conditions
14.7. Operations / Technology
14.8. Mortgage Planner CRM "MPC"
14.8.1. Before Campaign (Start Of Loan)
14.8.2. During
14.8.2.1. 14 Touches to everyone by email and text
14.8.3. After closing
14.8.3.1. Closing it out with gifts and thank you's
14.9. Complaince
14.10. P&L
15. Loan Partner
15.1. Take Applications if needed
15.2. Initial Disclosures
15.3. Re-disclosures
15.4. Agent Follow up
15.5. Builder Follow ups
15.6. Approval issues
15.7. All client conditions
15.8. All Real Estate agent and builder conditions
15.9. Weekly Pipeline Calls
15.10. Rush requests
15.11. Credit rescores
15.12. Run files through AUS system
15.13. Email out Application Documents
15.14. Updating 4506T address if discrepancy
15.15. Status for all appraisals orders
15.16. Overnighting documents to clients
15.17. Handwritten thank you's
15.17.1. Every borrower in process
15.17.2. Every agent in process
15.18. Just Ask
15.18.1. Weekly Update on loans in process
15.18.2. Ask for referrals every week
15.18.2.1. Buyers
15.18.2.2. Agents
16. STUN
16.1. Smile
16.2. Ten Thousand Watts
16.3. Unigue
16.4. Never let them go until you have a call to action
17. Ego is the Enemy / Book
17.1. Ego costs people millions of dollars a year.
17.2. Its not about you, its about other people when growing your business.
18. Remove the want or need you feel or as a saleman, saleswoman
18.1. remove all sales triggers or call to action from the equation
18.2. stop looking to get something from the other person. Even though you know what you want, they know what you want from them. See if you are a fit first, make it about them and what kind of person they are. Would you invite them over for dinner to your house. Would you invite them over to meet your family?
18.3. People usually hide behind their weaknesses to look bigger than they are, Just know that. They only know what they know, they don't know what you know.
18.4. They don't know how to do more business, they don't know how to manage, they don't understand the mindset of writing small checks to cash big checks. Its not what its going to cost you to get help, its what is it costing you not to have Help, Ego! What is it doing to your quality of life, what is it doing to your family.
18.5. What if you went into every relationship knowing that you can help everyone to have more growth, freedom and coolness if they want. Instead of wanting something from them?
18.6. Never get emotionally attached to the outcome. Be emotionally available but never emotionally attached.
18.7. Time magazine
18.8. Elvis comment from Tammy, some try to act like elvis but I am elvis.
18.9. "Unlock the sales game"
19. 4 parts to a sale
19.1. Traffic
19.2. Relationships
19.3. Call to action
19.4. Follow up
20. 80/20
20.1. Are you focusing on the 20% that is making you 80% of your money or are you focusing on the 80% that is making you 20% of your money
20.1.1. Creative avoidance
20.1.2. distractions
20.1.3. is your why strong enough
20.1.4. Ego / no one can do it as good as I can
20.1.5. I'll just do it instead of take the time to show someone else, its just faster for me to do it. "The one minute manager meets the Monkey"
20.1.6. 1% - 99%