This session gets you ready for the in-depth knowledge you will gain during this course by setting a productive mindset and proper expectations. We want you to take what you learn on a daily basis, and begin applying it to

The job of a residential mortgage loan originator requires many tasks on a day to day basis. Understanding the role originators play internally with their company staff and externally with customers and professional referral sources is the key to success.

Gaining and understanding and knowledge of where banking started and how it has changed over the years gives originators a perspective when working with customers that is useful for discussion and explaining the WHY when customers ask questions.

One area of a mortgage transaction that many originators need to master is the process and results of getting an appraisal. Originators that can educate consumers about how their property appraisal arrived at a particular value can diffuse the situation when borrowers believer their home is worth more than the appraisal. In a purchase transaction, appraisals can make or break a purchase and sale.

Learning about the psychological, emotional and financial impact we have on others during a real estate financing transaction can help build and strengthen relationships by learning how to show empathy.

Too many originators start by taking the application or having the customer complete it online. The questions learned in this session will help build rapport, create loyalty and help to achieve the desired results.

If you are simply quoting rates...your customer does not need you! Learning how to educate and advise consumers to understand their financing and, to be able to select the product, pricing and terms most beneficial to them is the real value originators bring.

Learn how every data point on the application has a purpose and why complete and accurate applications can help ensure a successful approval.

Credit reports display much more than just a score. Originators that know how to really analyze the credit report can help borrowers save money and save time and achieve successful closings.

The mortgage business is chock full of acronyms and language that must be understood to communicate effectively to all parties. Basic calculations are required from the very beginning through the end of a transaction.

Qualifying borrowers with variable income (overtime, bonuses, commissions, rental income) and/or self employment can be tricky. It all comes down to what's on the tax returns and why it's critical for originators to be able to pull the returns apart to separate "taxable" income from "qualifying" income.

Knowing what products you can offer is key to providing an excellent customer experience. Not all mortgage brokers, lenders, banks or credit unions offer the same products and pricing. Originators need to understand the whole market and all products, even if they don't offer them.

Every basis point counts! Knowing how to use pricing to find the sweet spot and get that "just right combination of rate and costs" is a skill many originators need to develop.

The best skill an originator can acquire is how to structure and package a loan to receive an approval that doesn't require the borrower to continuously provide more documents. Here we teach how to best create a loan transaction with the least amount of requests from an underwriter.

Gain an in-depth understanding of what documents are needed and learn to anticipate issues to be resolved before submitting the file to underwriting.

Disclosure of costs is mandated under federal and state laws. Learn how to explain the costs a borrower will incur and some of the requirements of disclosure.

Case studies, quizzes and a final exam are designed to reinforce learning and must be completed to receive a Certificate of Completion. There are also optional assignments for more skill development.

The survey is designed to provide feedback to the course developers and instructors for continuous course improvement. Every attempt is made to cover all topics required for successful origination. Please let us know if we missed anything!