The Millionaire Loan Officer

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The Millionaire Loan Officer by Mind Map: The Millionaire Loan Officer

1. Loan Officer

1.1. Input complete 1003 into (LOS)

1.2. Pull credit

1.3. Evaluate loan applications and documentation by confirming credit worthiness

1.4. Approve loans or submit to 24 hour scenario desk (Staffed by underwriters)

1.5. Reject loans by explaining deficiencies to applicants

1.6. Deliver Bad News directly to the client and Realtor

1.7. Structuring or Re-Structuring Loan Program

1.8. Initial Disclosures

1.9. Re-disclosures

1.10. Agent Follow up

1.11. Builder Follow ups

1.12. Approval issues

1.13. All client conditions

1.14. All Real Estate agent and builder conditions

1.15. Weekly Pipeline Calls

1.16. Rush requests

1.17. Credit re-scores

1.18. Run files through AUS system

1.19. Email out Application Documents

1.20. Updating 4506T address if discrepancy

1.21. Status for all appraisals orders

1.22. Overnighting documents to clients

1.23. Hire Loan Partner / Fire Loan Partner

1.24. Hire and Fire Processor

1.25. Email Management

1.26. Marketing / Social media Management

1.26.1. Facebook

1.26.2. LinkedIn

1.26.3. Twitter

1.26.4. Youtube

1.26.5. Pinterest

1.27. Phones

1.28. New leads coming in

1.29. Approvaled buyers getting contracts

1.30. Past database management

1.31. Build new realtor relationships for continued growth

1.32. Maintain Realtor relationships for continued business

1.33. New Business

1.33.1. Traffic

1.33.2. Relationships

1.33.3. Follow Up

1.33.4. Call to action

2. Branch Team Plug and Play

2.1. Loan Officer Plug and Play For Huge Success

2.1.1. Input complete 1003 into AUS

2.1.2. Evaluate loan applications and documentation by confirming credit worthiness

2.1.3. Approve loans or submit to 24 hour help scenario desk. (Staffed by underwriters)

2.1.4. Reject loans by explaining deficiencies to applicants

2.1.5. Deliver bad news directly to the client and realtor

2.1.6. Loan Partner is provided to you by your Branch

2.1.7. Freedom Club

2.1.7.1. Access to everything we have

2.1.7.2. Mortgage Marketing Animals

2.1.7.3. Agent Mastermind

2.1.7.4. Follow My Clients

2.1.7.5. 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?

2.1.7.6. 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)

2.1.7.7. Wednesday – Past Database of closed clients, Circle of Influence, BNI/leads group

2.1.7.7.1. 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.

2.1.7.8. 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.

2.1.7.9. Friday - Off from phone calls

2.2. Director of first impressions

2.2.1. General Office Duties: scanning files, copy documents, filing, etc.

2.2.2. Scheduling of appointments and appearances

2.2.3. Marketing tasks: Send Out Cards, Social Media, Fruit Baskets,

2.2.4. Database Management & Data Entry

2.2.5. Meets & Greets all clients in office & first phone contact

2.3. Loan Partner

2.3.1. Pre qualifying loan files (Licensed as a LO)

2.3.2. Initial Disclosures

2.3.3. Re-Disclosures

2.3.4. Agent Follow up / Builder Follow up

2.3.5. Approval issues

2.3.6. All client conditions

2.3.7. Work with Agents and Builder on their conditions

2.3.8. Weekly pipeline calls

2.3.9. Rush requests

2.3.10. Credit rescores

2.3.11. Run files through AUS system

2.3.12. Email / Edocs or Overnight docs to clients

2.3.13. Update 4506T address if discrepancy

2.3.14. Babysit and status on all appraisal orders

2.3.15. Answering upfront questions from clients & Realtors

2.3.16. Lock loans

2.4. Senior Processor

2.4.1. Pre underwrites file before submission for minimal conditions

2.4.2. Helps Clear conditions if needed along with contacting borrower

2.4.3. Keeps Realtors up to date on current status of files

2.4.4. Schedules closing with Realtors, Title, & Borrower

2.4.5. Hud approval with closing dept

2.4.6. Licensed

2.5. Processor

2.5.1. When file is received:

2.5.2. 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.

2.5.3. Order verbal voe’s for all previous jobs listed in MB within a 2 year period to document dates of employment.

2.5.4. Conventional over 80% ltv, check that monthly MI is disclosed.

2.5.5. FHA – check that upfront and monthly MI disclosed

2.5.6. VA – check that upfront MI disclosed

2.5.7. RD – check that MI has been disclosed

2.5.8. Review file for missing items on the Loan Officer Checklist. We are only holding files for what is on this checklist.

2.5.9. 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.

2.5.10. FHA – check to see if Case Number is “Successful” and print for file

2.5.11. Order any VO’s, condo questionnaires, credit supplements if requested in notepad by the LO/Loan Partner prior to sending file to UW.

2.5.12. 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.

2.5.13. Complete doc tracking screen as applicable

2.5.14. 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.

2.5.15. When approval/suspense received:

2.5.16. 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.

2.5.17. When Appraisal is received, file to be submitted back to UW immediately, regardless if all other conditions are received or not.

2.5.18. Order final inspections when needed. LO/Loan Partner to let Processor know when to order.

2.5.19. Order appraisal revisions when needed.

2.5.20. 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.

2.5.21. Review all PTC conditions when approval is received and review, execute and sign off on anything received already

2.5.22. 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.

2.5.23. Request homeowners insurance, HO-6 policy and/or condo complex insurance – get contact info from LO.

2.5.24. 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.

2.5.25. 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.

2.5.26. Re-run DO w/all final info input into MB

2.5.27. Print new 1008/1003 for UW w/final info input into MB

2.5.28. Once clear to close:

2.5.29. Order payoffs on refinances and send to LO for review.

2.5.30. Re-pull soft pull if necessary

2.5.31. Print all invoices for all credit reports, supplements and “soft pulls”

2.5.32. Copy tax returns and any other docs that need to be signed at closing and put on left side

2.5.33. Review, execute and sign off on all remaining PTC conditions

2.5.34. Run HMDA checklist

2.5.35. Complete QC checklist

2.5.36. Do final verbal voe

2.5.37. Stack file according to stacking order

2.5.38. Enter Date To Closing into MB (when field is created). For now, put date to closing in the notepad

2.6. Processor Assistant

2.6.1. Gathers additional items needed for processing after signing

2.6.2. Orders title, verification, surveys, etc

2.6.3. Organizes file for submission and processing

2.6.4. Helps processor or loan partner gather conditions

2.7. Operations / Technology

2.8. Mortgage Planner CRM "MPC"

2.8.1. Before Campaign (Start Of Loan)

2.8.2. During

2.8.2.1. 14 Touches to everyone by email and text

2.8.3. After closing

2.8.3.1. Closing it out with gifts and thank you's

2.9. Complaince

2.10. P&L

3. Branch Training and Setup for Success and Profitability

3.1. Managing Other People Training http://www.wikihow.com/Learn-to-Manage-People

3.1.1. 10 Steps On How To Manage People

3.1.1.1. Figure out what is going to change about your role now that you are a manager

3.1.1.2. Prepare for the transition

3.1.1.3. Identify your goals

3.1.1.4. Know your team

3.1.1.5. Match tasks with staff

3.1.1.6. Meet with your team members

3.1.1.7. Be visible

3.1.1.8. Document team activities

3.1.1.9. Reward performance

3.1.1.10. Learn coaching

3.2. 8 "Be-Attitudes" of Holding People Accountable

3.2.1. Be clear about your expectations

3.2.2. Be sure of your facts

3.2.3. Be timely

3.2.4. Be Kind

3.2.5. Be Consistent

3.2.6. Be Discrete

3.2.7. Be Gracious

3.2.8. Be Balanced

3.3. P&L training

3.4. Compliance training

3.4.1. Social media

3.4.2. Documents

3.4.3. Email

3.5. HR Training

3.5.1. How to properly hire someone

3.5.2. How to property fire someone

3.5.3. Proper paper work

3.5.4. Benefits

3.6. Freedom Club training and accountability

4. Team in Place to help our Branch's

4.1. Vince Lee Majority Share Holder "Think and Grow Rich

4.2. Owen V. Lee, Vince's Son, Legal and Compliance Keeps us safe

4.3. Allison and Eugene, Operations Team

4.3.1. Underwriting

4.3.2. Processing

4.3.3. VLP's

4.3.4. Closers

4.3.5. Post Closers

4.3.6. Weekly contact with our Branches

4.4. Mike Gruley Reverse Mortgage

4.5. Theresa Trainer Branch Liaison / On Boarding Manager

4.6. Steve Seese / Technology Mastery

4.7. Kevin Broughton, Recruit/Retain/Profitability

4.8. Scott / Carl and Tammy The Marketing Animals / Freedom Club

4.9. Vicki Rice Marketing/ Branding / Social Media

4.10. Doug Cadaret Relationships Guru / Branch Management and accoutability

4.11. Sue Palfery Underwriting Manager

4.11.1. Managing all the underwriters

5. Loan Partner

5.1. Take Applications if needed

5.2. Initial Disclosures

5.3. Re-disclosures

5.4. Agent Follow up

5.5. Builder Follow ups

5.6. Approval issues

5.7. All client conditions

5.8. All Real Estate agent and builder conditions

5.9. Weekly Pipeline Calls

5.10. Rush requests

5.11. Credit rescores

5.12. Run files through AUS system

5.13. Email out Application Documents

5.14. Updating 4506T address if discrepancy

5.15. Status for all appraisals orders

5.16. Overnighting documents to clients

5.17. Handwritten thank you's

5.17.1. Every borrower in process

5.17.2. Every agent in process

5.18. Just Ask

5.18.1. Weekly Update on loans in process

5.18.2. Ask for referrals every week

5.18.2.1. Buyers

5.18.2.2. Agents

6. Overwhelmed / Growth Is Hard

6.1. 80/20

6.2. Clarity

6.3. Reactive

6.3.1. Look at phone before you get out of bed

6.3.2. Who Click the refresh button over and over again.

6.4. Time managment

6.4.1. Habits

6.4.2. Offence VS Defence

6.5. Don't know where to start

6.6. Lack of Income

6.7. To much on my plate

6.8. Fear of failure

6.9. Fear of the unknown

6.10. Lack of buyers

6.10.1. Connecting and engaging with past database

6.11. Lack of Realtor Relationships

6.12. No assistant, do I need one?

6.13. What should the assistant do for me?

6.14. No follow up in place

6.15. Sole Income earner

6.16. People don't like me

6.17. Lack of sales skills

6.18. Lack of communication

6.19. Lack of presentation skills

7. Fear

7.1. Fear of failure

7.2. Fear of being told no

7.3. Control freak / Can't let go

7.4. Fear of asking for the business and being told no

7.5. Fear of letting go / No one can do it as good as me

7.6. Fear of looking bad

7.7. Fear of loosing the dream

7.8. Fear of rejection

7.8.1. How fast you recover from the the noes

7.9. Fear of not knowing what to say

7.10. Fear of not being techie enough

7.11. Fear of warm and cold calling

7.12. Fear of competition

7.13. Lack of income to provide for my family

7.14. Fear of hiring the right person

7.15. Fear of firing the wrong people

7.16. I'm not like that

7.17. Fear of Success

7.18. Fear of the unknown

7.19. Fear of letting go and enjoying life!

8. Freedom

9. Coolness Factor For You!

10. STUN

10.1. Smile

10.2. Ten Thousand Watts

10.3. Unigue

10.4. Never let them go until you have a call to action

11. Ego is the Enemy / Book

11.1. Ego costs people millions of dollars a year.

11.2. Its not about you, its about other people when growing your business.

12. Unlock the sale game

12.1. No call to action or sales triggers

13. Law Of Reciprocity

14. Reticular activator

15. Remove the want or need you feel or as a saleman, saleswoman

15.1. remove all sales triggers or call to action from the equation

15.2. 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?

15.3. 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.

15.4. 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.

15.5. 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?

15.6. Never get emotionally attached to the outcome.  Be emotionally available but never emotionally attached.

15.7. Time magazine

15.8. Elvis comment from Tammy, some try to act like elvis but I am elvis.

15.9. "Unlock the sales game"

16. 4 parts to a sale

16.1. Traffic

16.2. Relationships

16.3. Call to action

16.4. Follow up

17. 80/20

17.1. 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

17.1.1. Creative avoidance

17.1.2. distractions

17.1.3. is your why strong enough

17.1.4. Ego / no one can do it as good as I can

17.1.5. 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"

17.1.6. 1% - 99%

18. Virtual Assistant

18.1. Onlinejobs.ph

18.2. virtualstafffinder.com

18.2.1. done for you

18.2.2. 3 options for the description you want

18.3. Branding on steriods

18.4. www.chrisducker.com/25tasks

19. workbook separate from mlo

19.1. Each chapter has content / worksheet / excercise

19.2. mlo road show events

20. landing page for book

20.1. http://frankkern.wpengine.com/get-the-book/?WickedSource=Facebook&WickedID=6057638112619