Loan Officer 101 How to Get Started Selling Mortgages as a Loan Officer Ebook

Loan Officer 101

Start a Profitable Loan Officer Career!

Looking to get started in the mortgage business? Many loan officers earn up to $100,000 per year simply by doing 4 loans per month. For less than the cost to fill up a Pinto with a tank of gas, I am going to teach you how to

Make up to $100,000 Per Year Easily!

I'm not kidding here. A good loan officer can earn $100,000 per year by writing just 4 loans per month, with the average loan size of $150,000. Using the marketing techniques you will learn in this course, you will soon be on your way to reaching this income. Purchase your package today to get my SPECIAL REPORT - "How to Survive the Subprime Shakeout". In it, you will learn two proven ways to find qualified mortgage prospects that almost any lender will approve quickly, and you will get a ready-to-go flyer that will let you create your own Employee Benefit Program for next to nothing, in terms of cost.

Mortgage companies will pay you thousands of dollars to originate loans for them. There are thousands of people in your area looking to buy new homes or refinance a home that they currently own. Reverse mortgages can give senior homeowners access to tens of thousands of dollars in money on which they make no payments. Loan Officers and Mortgage Brokers are in high demand, and always will be, no matter what the interest rates are. As an independent loan officer, you reap financial and personal benefits. Would you like to stay home with your family, work when you want and however long you want, take vacations when you want to and know you will still have an income? Of course you do!

This business is not rocket science and you don't need a college degree, or even a high school diploma for that matter. All you need to get started is to learn the basics of the business, and learn how to generate business. And that is where this package comes in!

Look At Who Can Use Your Services

Here are just some of the reasons why someone would need your services as a mortgage loan officer:

Refi Those Nasty Subprime Loans. This is a GREAT time to be a loan officer! Mortgage interest rates are at a two and half year low, and thousands of homeowners are looking to convert those 2/28 loans that are about to reset to much higher rates to low fixed-rate mortgages. Plus, the FHA has some excellent programs that let homeowners with some credit problems still refi into a low-rate FHA mortgage. This is now the beginning of a new BOOM for mortgage loan officers!

Modify Existing Mortgage Loans. The foreclosure crisis has brought about a BOOMING new business - loan modifications. You can earn up to $2,000 simply by helping a homeowner restructure his or her mortgage to make the payments affordable without a mortgage refinance!

New Home Purchase. You will be able to get someone into a home even if they have bad credit or no credit at all. You will be able to get a home buyer 100% financing even with a 500 credit score. You will be able to get someone a home even if he or she is self-employed or can not otherwise prove their income.

Rate Reduction. You will be able to reduce the rate that a homeowner is currently paying on his or her mortgage, often saving them hundreds of dollars per month.

Debt Consolidation. You will be able to lower the overall debt burden on homeowners by consolidating high-interest credit card debt into a low-interest, tax-deductible mortgage loan, saving them hundreds of dollars per month.

Cash Flow. You will be able to offer cash-strapped homeowners mortgages with initial pay rates as low as 1%, freeing up hundreds of dollars per month in cash for other purposes.

Divorce Buyout. You will be able to help divorcing couples get the money to pay their legal fees and allow one spouse to keep the house so their children can still stay in their school and be with their friends.

Home Improvement. You will be able to help homeowners get the financing they need to add a room, an addition or other major improvement, without impacting their budget.

Investments. You will be able to let a homeowner borrow against their equity for other investment purchases, including real estate. You will learn how to generate business with a special Wealth Creation investment program that is explained in your material.

As you can see, there are a lot of reasons why people need the services of a loan officer. You can earn thousands of dollars by getting these people the money they need.

Learn the Mortgage Business from Start to Finish

This course is not a theoretical textbook on all the details of originating mortgages. There are plenty of those out there, and they are great for loan officers who are already in the business or who want an in-depth knowledge of the business. My course is designed to teach you the basics that you need to know to get started bringing in business. Remember, being a loan officer requires you to be a sales person and a consultant. You are going to learn how to be both with this course. I will teach you the basics of the mortgage business, and show you how to price out mortgages with three major lenders. You will learn how to pre-qualify a home buyer, how to do a savings analysis, and how to close a deal. You will learn how not to commit mortgage fraud, how to be an ethical loan officer and how not to violate the RESPA rules. You will also learn how to avoid getting fined $11,000 for making just one incorrect phone call! Plus, I will show you how to generate business from financial planners and accountants using materials that none of your competition is probably using! Did you know that homeowners can take a HUGE tax-deduction for refinancing a particular type of loan? Once you know this, you can target accountants and CPAs to show them all the money some of their clients may be leaving on the table.

Become a Mortgage Marketing Genius with Little Money

All the education in the world won't make you a dime unless you learn how to generate business. I am going to show you over 28 ways to start getting plenty of prospects for both refinances and new purchases. You will learn tricks that others charge over $300 to learn. I have included concepts taught in 4 different loan officer products that would have cost you $522 if you bought them from their sources. One of my methods will show you a special source of money that you can use to bribe home buyers to purchase a home through you, as long as you are a real estate agent, bringing you the mortgage deal and commission. You will also learn how to use $30 classified ads to make your phone ring with prospects! There is no other place where you can find all these marketing methods, especially at this price!

Forget All the Other Marketing Programs Out There

I spend my time studying what others are selling, and believe me, my program contains pretty much everything you can conceivably use. If you apply the tools you will get with Loan Officer 101, you will have everything you need to capture business. There are no magic programs out there that generate leads for you without spending time, effort and some money. Thus, there is no need to spend $995 on some other marketing programs, because if you work these programs, you will get the same results!

Course Outline

Here is a summary of what you will learn when you invest in my 18 lesson, 127 page course, delivered to you as a PDF plus a complete mortgage application package.

Lesson 1: Introduction
Learn how loan officers can make up to $100,000 per year just by processing one loan per week. Learn how to double that by also becoming a real estate agent. You will also see that no formal education is required to become a loan officer, nor any specialized training.

Lesson 2: Choosing a Mortgage Broker
In this lesson, you will learn how to find a mortgage broker to work for, plus I will give you an exclusive list of 24 questions to ask a broker before deciding to work with one. The answers to these 24 questions can make you or break you in this business. You will also learn of the 6 most important websites you need to follow as a loan officer to stay updated on all the latest news and trends in the industry. You will learn of the important free forums that you need to subscribe to where you will be able to speed up your learning curve and not make mistakes that others have made. You will also get access to a list where you can search through over 300 lenders so you can find a home for almost any loan prospect you meet! You will be smarter than most mortgage brokers are in this important aspect of the mortgage business! You will also learn the one most important question about your broker's business that will give you a huge opportunity to refinance all those problem subprime mortgages!

Lesson 3: Mortgage Basics
In this lesson, you will learn where mortgage money comes from, plus understand the difference among the 8 types of mortgage lenders. You will learn about the different types of mortgage programs, plus understand the basic fundamentals such as amortization periods, debt to income ratios, rate locks, levels of documentation, what "stated" income means, getting financing with bad credit, what "sub-prime" means, all about appraisals, and how a typical mortgage process works. If you are new to the mortgage business, this lesson will get you up to speed on understanding the basics of mortgage processing.

Lesson 4: Mortgage Terminology
In this lesson, you will learn the definitions of 97 mortgage industry terms. If you don't know what a 2/28 or a 7/23 is, what an Option ARM is, or a basis point, payment cap, HUD-1, index, margin, negative amortization, RESPA, VOE, VOR, YSP is, then this lesson will have you speaking mortgage-eese in no time.

Lesson 5: Overview of Credit Scores and Credit Reports
In this lesson, you are going to learn how credit scores are determined, and how they are used. You will learn about the 5 major components of a credit score, plus how other variables on a credit report affect the interest rate and loan to value, plus the ability to get a loan approved. You will learn what to look for on a credit report to find items that can keep your prospect from getting a loan, and how to determine if your prospect has enough income to support the debts on the credit report. I will also cover the 6 myths of credit scores, which will truly educate you and make you a more informed loan officer. You will also learn how you can improve your client's credit score by understanding the inside secrets of the scoring model as explained from a VP of one of the major credit report service companies.

Lesson 6: Option ARMs
In this lesson, you will learn what an Option ARM mortgage is and how it works. I will go over the 4 payment options that this product provides, explain the pros and cons of an Option ARM, explain how the payment and rate changes, and help you understand the concept of negative amortization. You will learn what the different indexes are on which these ARMs are based, plus learn what affects the margin on an ARM. You will be able to educate your prospects on whether or not they should consider an Option ARM for their purchase or refinance. You will see that some Option ARMs pay a commission of $6000 on a $200,000 loan! Want one of the advantages of an Option ARM? They can provide your borrower with a first-year payment rate as low as 1%. How many refis can you do with a 1% payment rate?

Lesson 7: Constructing an Interest Rate
In this lesson, you will learn why you can't just quote a rate to someone on the phone. I will teach you the 18 major items that go into constructing an interest rate. Almost every loan you price will require you to look at these 18 variables. Some of the variables include pre-pay penalty periods, yield spread premium, rate lock period, level of documentation, mortgage size, DTI, LTV and amortization period. Once you learn these 18 variables, you will be able to educate rate shoppers that they can not simply make calls and get quotes. You will become their trusted advisor.

Lesson 8: Analyzing Lender Rate Sheets
In this lesson, I will step you through the rate sheets of 3 major sub-prime lenders. You will learn how to use the information taught in Lesson 7 to price out actual interest rates for any given scenario with these three lenders. The internet links to all three lenders will be provided, so you can pull down their current rate sheets. This is a skill that all loan officers need to learn. Once you learn how to price a loan with these three lenders, you will be able to look at any lender's rate sheet and quote an accurate rate for any borrower. You will also know whether or not that particular lender can be used for your particular prospect.

Lesson 9: Forms and Disclosures
In this lesson, you will learn about the various forms and disclosures that a borrower gets when they fill out an application. I will step you through the following: Good Faith Estimate, Truth in Lending Disclosure, Borrower Signature Authorization, Right to Receive Copy of Appraisal, Mortgage Loan Origination Agreement, Equal Credit Opportunity Act, and the Borrower's Certification and Authorization. You will also learn what an APR is, why it is different from the interest rate, and how it is calculated.

Lesson 10: Filling out a Mortgage Application
If you have never filled out a mortgage application, I will step you through how to do one, using the industry standard Calyx Point Loan Origination Software. You will even be able to get a free demo copy of this program so you can step through the process yourself. I will cover all the items that you need to get from the borrower when filling out the application. A complete sample mortgage application package is included with your course.

Lesson 11: Mortgage Fraud, Ethics and RESPA
In this lesson you will get an overview of the various types of fraud that are committed in the mortgage industry, so you can be on the alert if your broker asks you to do something that can put you in trouble. There are typically 5 types of fraud that are committed on a daily basis. You will know how to stay away from getting involved. You will also learn how to be an ethical loan officer, in the areas of bait & switch, extra pre-pay penalty years, preparing an honest Good Faith Estimate and other areas. I will also educate you about Section 32 High Rate/High Fee Loans, which many lenders will not underwrite. You will also learn what RESPA is and how it impacts you as a loan officer. Here is hint - it is illegal to pay a referral fee to anyone, including a real estate agent!

Lesson 12: Avoiding Do-Not-Call Penalties
Did you know that if someone refers a person to you and you call him or her without first screening the number against your state's and the federal do-not-call (DNC) lists, you can personally be fined $11,000? Did you know that the mortgage industry pays the most amount of penalties for DNC violations than any other industry? In this lesson, you will learn what the rules are and the 8 steps your broker must go through to be in compliance with the FTC on DNC compliance. Plus, you will learn how you can avoid making a call that can personally cost you $11,000.

Lesson 13: Profiting with Seller Financing
Here is where the fun starts! You are going to learn something that no one else teaches in the industry - how to generate business by promoting the concept of owner financing to home sellers. I am going to teach you what owner financing is, how it works, and how you can entice a seller to promote it when selling their home. I will then show you how the owner gets cashed out at settlement, and how you make your money in this process. This is a unique way to quickly make money as a loan officer. Also, I will tell you exactly how to find those selling their home on their own using 8 different sources, and what to email them or say when you call them. I will tell you about a special information package that you can mail or email to them that shows them how to sell their home in 2 weeks. This lesson will set you apart from almost every other loan officer you encounter.

Lesson 14: Mortgage Marketing
In this lesson, you will learn how to really make money in the mortgage business. Some of the techniques I teach here have come from courses costing over $300! I will teach you 34 different ways to generate business with little or no money. Some of the methods I will teach you include: bank referrals, researching mortgage records, contacting home sellers, book store marketing, contacting contractors, using door hangers and flyers, networking organizations, magnetic signs, "Nothing Down" yard signs, classified ads (6 types), co-op advertising flyer, divorce market, newsletter marketing, apartment complex marketing, working with Realtors, working as a Realtor, getting business from financial planners and accountants and much more. If you are a Realtor, I will show you how you can offer home buyers up to $4000 to buy a home through you and still make over $3000 on a $200,000 home. A Realtor in Houston charges almost $300 to teach you just this one concept! Where does the "greed" money come from? I will tell you in this lesson. If you are NOT a Realtor, I will show you how you can rebate your home buyers up to $1500 on a $200,000 purchase, with none of it coming out of your pocket! You will also learn why it is important to create your own Unique Selling Proposition to help you stand out in the marketplace. You will also learn how to give away $2,000 online shopping sprees to loan prospects for just $2.50 each! I will give you the exact ads to use to get your phone ringing, plus give you the source of the certificate supplier and the online shopping website. You are also going to learn how to make any of 3 different yard signs that will get you business from all the FSBO's you can handle. I'm going to show you how to offer below-market interest rates to FSBO buyers, or no closing costs and other phone-ringing attention grabbers! You will also learn how to create a property "listing sheet" for FSBOs that will bring you plenty of leads. You will also have access to my special "House Info Hotline" program* that lets you give FSBOs a toll-free number with their own extension to use in their ads, plus yard signs. Our system captures the phone numbers of all prospective buyers, giving you a hot prospect list to call on! Clearly, this chapter will get you earning $100,000 per year in your first year!

Lesson 15: Following Up With Your Leads
In this lesson you will learn how to manage the flow of leads you will be generating, and how to turn those leads into borrowers. You will learn what questions to ask on the phone, and how to determine what the purpose of the loan is for (if the deal is a refinance). You will also learn how a simple newsletter service can keep your name and contact information in your prospect's mind on a regular basis.

Lesson 16: Pre-Qualifying a Home Buyer
In this lesson, you will learn how to pre-qualify a prospect who wants to buy a home. This task confuses most new loan officers, and once you understand how to do it, you will keep prospects from calling other brokers. I will show you how to determine the maximum mortgage a prospect qualifies for, based on down payment money, monthly income and credit score. If the most a buyer wants to pay is less than the amount that they technically afford, I will show you how to work backwards to go from that payment to a home price. You will also learn about how a buyer can use something called "seller assist" to finance most of their closing costs. If a prospect does not know how much homes are going in the areas they want to live, you will learn what websites to use to get an excellent idea of prices. You will also learn how to use Option ARMs to get a lower qualifying interest rate, and thus be able to get the prospect into a more expensive home. Once you know how to use the material learned in this lesson, you will be able to confidently issue a pre-approval letter to a home buyer.

Lesson 17: Selling the Loan to a Prospect
In this lesson, you will learn how to earn your money as a loan officer. You will learn how to go from simply giving out rates and terms to becoming a loan consultant. You will learn how to do a complete savings analysis on a refinance, how to "ghost" your competition, what to look out for on their existing mortgage, how to handle misleading quotes from competitors, and how to go for the close. I will also teach you to handle 8 common objections to signing off on an application. I will give you a closing pointer summary, listing 15 items that you can use in your close. You will learn 12 closing questions to ask as a part of your conversation with a prospect. This is the material you really need to learn to close loans! You will also learn how 6 major deal killers can keep you from getting your fat commission check. I will also show you one major way to speed up loan approval, cutting several days off the typical refinance process. You will also learn about what I call "disclosure shock" and how to avoid it.

Lesson 18: Working the "Below 500" and Pre-Foreclosure Markets
Now you are ready to get more advanced. I will teach you how you can do 75% LTV refinances on borrowers with credit scores below 500, which is typically the minimum that any lenders will consider. I have a lender who will go down to a 350, and who will also do 90% LTV foreclosure bailouts! You will also learn how you can take borrowers who are facing foreclosure and who can not qualify to refi their mortgage, and match them up with investors who can use the equity in the borrower's home to earn up to $25,000 up front while having no risk of negative cash flow, AND keep the former homeowner in the home. What's in it for you? A new sources of deals. You can also make up to $50,000 per year just by buying 2 or 3 of these homes a year, with no cash out of your bank account. You are going to learn about a unique program that I call the "Ultimate Foreclosure Investment", plus where to find suitable investors.

Lesson 19: Getting to 100% Commission
In this lesson, I will show you how that over time, you can double your commission on your loans, going from 50% to 100%. Thus, on a $200,000 loan, you will see how easy it is to make $6,000 in fees. How many of these loans will you need to do each month to make $100,000? You will learn the difference between becoming a licensed broker, or becoming a virtual loan officer, letting you do business in most states without having to be licensed in every one. I will tell you of a couple sources where you can go to write business and keep 100% of your fees (other than the underwriting and mortgage processing fee).

Lesson 20: Reverse Mortgages
If you want to learn how to capitalize on the greatest boom in the mortgage industry, you will want to read this chapter. You are going to learn what a reverse mortgage is, how it benefits senior homeowners by providing them tax-free cash that they don't have to pay back while they are still in the home, and how to find prospects and present and sell the program. Reverse mortgages are granted regardless of income and personal credit! Amounts are based on the age of the homeowners, plus the value of their home and their zip code. You will get links to over 30 lenders that you can contact to seek employment. You will learn the 8 biggest reverse mortgage myths, plus get links to important sites where you can get the following items for free - reverse mortgage calculators, financial worksheets, government publications that can make you an expert on reverse mortgages, and much more! Be sure to check out what you get in the Marketing Tool Kit on reverse mortgages.

Lesson 21: Loan Modifications
Here is an excellent way to make good money without having to write any loans at all! There are several companies that help get struggling homeowners new mortgage payments that have either a lower interest rate, mortgage balance, or both. There is no need to refinance the existing mortgage to do this. You will learn how the loan modification process works, how to prepare a loan modification package (in case you want to do this yourself), how to find clients, which companies you can contact to work for, sample hardship letters, and a client agreement. You can earn the equivalent of one mortgage payment by filling out some forms, and making a few calls. Loan modifications can make you more money than by originating loans!

Appendix A: My Personal Industry Bookmarks & One VIP Website
I want to share with you over 48 of the most important websites I visit on a regular basis. These sites cover credit repair, home valuations, mortgage forums, industry sites, mortgage news, affiliate links, marketing tools, free services, lenders, website services, and much more. These sites will make you more efficient, more knowledgeable and more money. I have one VERY SPECIAL site where you can get your buyers cash before they go to settlement. This cash can be used for down payment and closing costs, rehab funds for investment properties, to pay off debts, or anything else. Essentially, this program provides the buyer access to excess property value in advance of the purchase. It has nothing to do with the non-profit gifting programs, and works for any lender who allows no-source, no-seasoning of funds. The money is wired to the buyer's account before settlement, and can be shown as Verification of Deposit (VOD). The seller pays the money back to the source at settlement. This program will get you more business as you can get people approved who have as little as $1000! By using this service, you will have an unbeatable edge over your competition!

Appendix B: Loan Officer Licensing Requirements
I have a state-by-state breakdown of the requirements to become a loan officer for all 50 states. In some states you must be licensed and in others you don't.

Addendum
Along with the 20 lessons, you will get a set of mortgage application forms and disclosures, plus how to get your own free evaluation copy of the Calyx Point Loan Origination Software.

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