pump up the volume - genworth financial · pump up the volume stop with the excuses start finding...
TRANSCRIPT
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©2019 Genworth Financial, Inc. All rights reserved.
Pump Up The Volume
Stop With The Excuses
Start Finding More Successes
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Erase The
Excuses
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Erase The
Excuses
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S =RE
BUT I Can’t Get No Satisfaction (Success)
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Satisfaction =Reality
Expectations
Internal and External
BUT I Can’t Get No Satisfaction (Success)
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Life Shaming
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Facebook Shaming
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Advertising Shaming
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I’m Working And She’s Playing At The
Beach
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BUT Other LOs Are Top Producers
https://www.nationalmortgagenews.com/news/2019-top-mortgage-producers-full-rankings
~152,569 Loan
Originators in the US
AUS
AVM
ATM
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BUT We Are Not The Biggest Lender
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BUT Our Rate Is Too High
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The Answer – One Size Does Not Fit All
What’s Your Rate?
You Don’t Make a Rate – You Make a Payment
Whatever Rate You Want It To Be
Do The Math
It’s Not Me, It’s You
S2P – Debate Technique
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S2P
Say It Twice and Pivot
I understand that rate is important and you know our rate is
competitive, but…
…before that you need to get the loan approved, and we
have a 98% approval percentage.
…you don’t want to wait forever for an approval, and we
have a four hour turn time that allows you to know exactly
what you are dealing with and can help you when
negotiating the contract price of the home.
…the person you are dealing with is also important and I
have a 5 star rating from 112 customers, all of which were
happy with both my rate and my customer service.
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BUT We Are Great
Old Way
We’re Great
Great Rates
Great Products
Great Customer Service
New Way
We’re Different
Provable / Measurable
Talkable
Feelable
Stand
AloneCompare
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The Big Three Everyone Wants
Speed
Quality
Low Price (Rate)
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But I Can’t Wrestle With Giants
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BUT I Can’t Wrestle With Giants
General Advertising
Big $
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But I Can’t Wrestle With Giants
Targeted Customers
CRM
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Expand Network
Sticky
Past
Customers
RE Agent
Community
Charity
Cause
Social
Media
Whales and Frogs and Spiders – Oh My
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BUT The Customer Shopped Me
Your Strengths?
You Know Where
“They” Lack?
6 TIPS WHEN MORTGAGE SHOPPING
Did They Offer a Pre-Approval or a Pre-Qualification?
We Offer a Pre-Approval Because…
Did They Offer First Time Home Buyer Training? We
Do Because…
Did They Service In-House? We Do And It Is
Important Because…
Did They Provide A Neighborhood Info Packet? We
Do Based From Information From Homefacts.Com…
Did They Ask If You Were A Veteran? We Do
Because We Want To Explore All Options…
Did They Know If You Were Eligible For Home Ready
/ Home Possible Based On Income And Address?
We Explored This With With You Because…
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BUT The Borrower Had Poor Credit
5 Tips To Improve Credit
1. Make sure your revolving balances are no higher than 30% of limit. Revolving balances are the quickest way to move a score up or down.
2. Challenge erroneous information. Removing negative information from a credit report can have significant impact.
3. Become an authorized user with another borrower who has excellent credit.
4. If the borrower is responsible they could possibly ask for an increase in their limit which would lower their balance to limit ratio. This could have a positive impact.
5. Work on having a mix of credit types. This would include revolving, installment, open, etc. The bureaus reward a blend of credit.
Be The Sherpa
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No More BUT
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BUT Our Industry Is Too Complicated
If It Was Easy…
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BUT I Need Local Info
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BUT Our Company Has Issues
Issues = Progress
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Be A Part Of The Solution
Q x A = E
Quality
ProcessEffectivenessAcceptance
10 0 0
7 3 21
8 3 24
7 4 28
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What Do You Get?
RBG Mine Off
Baader-Meinhoff
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What Do You Get?
Phenomenon
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What Do You Get?
Baader-Meinhoff Phenomenon
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Work – S.W.O.T.
Strength
Weakness
Opportunity
Threat
The Biggest Problem Is When
All You See Are Problems
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BUT Some Of the People I Work With…
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Team Success
5 Impactful Work
4 Meaning of Work
3 Structure and Clarity
2 Dependability
1 Psychological Safety
https://rework.withgoogle.com/blog/five-keys-to-a-successful-google-team/
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BUT There Is So Much Change
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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BUT I Don’t Know How To Leverage
Technology
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Contact Info
Steve Richman
919 870.2519
Please Join Me –
LinkedIn: www.linkedin.com/in/steverichman
Facebook: www.facebook.com/ThatMIGuy
2019 NAR Profile of Home Buyer and Sellers
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Genworth Underwriting Guidelines
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Genworth Rate Express®
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LOS Connections
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Training Tools and Information
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Training Tools and Information
53
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Additional MI Site Information
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➢ ActionCenter®: 800 444.5664
➢ Your Local Genworth
Regional Underwriter
➢ Your Genworth Sales
Representative
Your Genworth Resources
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Legal Disclaimer Genworth Mortgage Insurance is happy to provide you with these training materials. While we strive for
accuracy, we also know that any discussion of laws and their application to particular facts is subject to
individual interpretation, change, and other uncertainties. Our training is not intended as legal advice, and is
not a substitute for advice of counsel. You should always check with your own legal advisors for
interpretations of legal and compliance principles applicable to your business.
,GENWORTH EXPRESSLY DISCLAIMS ANY AND ALL WARRANTIES, EXPRESS OR IMPLIED
INCLUDING WITHOUT LIMITATION WARRANTIES OF MERCHANTABILITY AND FITNESS FOR A
PARTICULAR PURPOSE, WITH RESPECT TO THESE MATERIALS AND THE RELATED TRAINING. IN
NO EVENT SHALL GENWORTH BE LIABLE FOR ANY DIRECT, INDIRECT, INCIDENTAL, PUNITIVE, OR
CONSEQUENTIAL DAMAGES OF ANY KIND WHATSOEVER WITH RESPECT TO THE TRAINING AND
THE MATERIALS.
Genworth Mortgage Insurance Offers A Comprehensive Suite Of Training
Opportunities To Boost Your Know-How, Benefit Your Bottom Line, And Serve Your
Borrowers Better. Visit mi.genworth.com To Learn More.
Collateral Underwriter®, Home Ready® and Desktop Underwriter® or DU® are registered trademarks of Fannie Mae
Loan Product Advisor®, Home Possible®, Loan Collateral Advisor® and Home Value Explorer® (HVE®) are registered trademarks of Freddie Mac
ActionCenter®, Homebuyer Privileges® and Rate Express® are registered trademarks of Genworth Mortgage Insurance
Simply UnderwriteSM is a registered service mark of Genworth Mortgage Insurance