The Loan Officer's Practical Guide to Marketing

ISBN - 0-9718205-1-1

A complement to the Loan Officer's Practical Guide to Residential Finance - you know how to make a mortgage loan, how do you go to get one? This product teaches you how to understand the needs of your customer or referral source - and then solve them.  For each situation, there are materials and tools for  addressing solutions.  

The reader learns the basic job of a loan officer from the sales perspective.  Understanding the primary sources for business, the new lender is initiated into the process of identifying a territory and the markets within that territory.  Based on this analysis the loan officer proceeds to learn how to market to referral sources - real estate agents, homebuilders, attorneys, financial planners/accountants, and other lenders as well as a multitude of sources we call secondary referral sources. Each business source requires its own approach and a campaign for each referral source type is identified, including ready to use sample letters in Word format.  Mail Merge instructions are included to help the loan officer create their own individualized, custom mass-mailings.

Other marketing tools included Open House Spreadsheets in Excel, Rate sheets, Application Kits, Forms for Complete Applications, Marketing Promotion, Templates and instructions for the Loan Officers' Web Page which can be made and HOSTED for FREE* (if you have internet access).  We incorporate instructions for using contact management software, such as Outlook, ACT or Producers Edge.

Similar, but less robust, products are available for nearly 5 times the cost.  All of our products are designed to give the highest possible value.

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The Loan Officer's Practical Guide to Residential Finance
The Practical Guide to Loan Processing
The Loan Officer's Practical Guide to Marketing with Tools
The Loan Officer's Practical Guide to Compliance

Download Table of Contents (pdf)