{"product_id":"the-high-income-mortgage-originator-isbn-9780470137314","title":"The High-Income Mortgage Originator","description":"\u003cp\u003e\u003cb\u003eMASTER THE ART OF SELLING MORTGAGES!\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe High-Income Mortgage Originator\u003c\/i\u003e is your guide to a rewarding sales career in a growing field. What could be more satisfying than helping a young couple buy their first home, or helping a parent fund a child's college education, or helping an entrepreneur start a dream business—all while you make a great living? \u003c\/p\u003e\u003cp\u003eMortgage originators not only experience the satisfaction of helping people borrow the money they need; they get to be their own bosses, make their own rules, and make plenty of money. Whether you're looking for your first job or transitioning from a corporate position, \u003ci\u003eThe High-Income Mortgage Originator\u003c\/i\u003e gives you all the tools to grow your wealth and your career in real estate finance. \u003c\/p\u003e\u003cp\u003eThis comprehensive guide not only provides a beginner's course on getting into the business, but also provides references, examples, and business practices that lead to high incomes. It teaches proven principles and practices in customer service, marketing, and lead generation that will build your reputation—and your business. \u003c\/p\u003e\u003cp\u003eFor example, you'll learn how to mount an effective marketing campaign to bring in more business than you can handle. You'll also read sample scripts that help you talk to prospects and bring them into the buying process without using pressure or gimmicks. Plus, you'll master the art of selling mortgages, understand every step of the mortgage process, deliver effective sales presentations, learn to evaluate mortgage applications and credit reports, and draft loans that make all parties happy. \u003c\/p\u003e\u003cp\u003eBecoming a mortgage originator is a proven path to financial freedom, and good mortgage originators can make great money even in bad markets. \u003ci\u003eThe High-Income Mortgage Originator\u003c\/i\u003e gives you the tips, advice, and best practices you need to build a thriving business with a growing and loyal customer base.  Preface.  \u003c\/p\u003e\u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003eDedications.\u003c\/p\u003e \u003cp\u003eAuthor and Contributor Biographies.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1. What You Should Know.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1. Mortgage Originator--The Best Job in the World: How to Make Lots of Money Selling.\u003c\/p\u003e \u003cp\u003eMoney and Fulfilling Dreams.\u003c\/p\u003e \u003cp\u003eExpectations: Getting What You Want.\u003c\/p\u003e \u003cp\u003eIt's About Selling.\u003c\/p\u003e \u003cp\u003eLearning The Ropes.\u003c\/p\u003e \u003cp\u003eMaking A Difference, One Loan At A Time.\u003c\/p\u003e \u003cp\u003eChoosing A Company, Deciding How Much You Want To Earn.\u003c\/p\u003e \u003cp\u003eA Day In The Life of a Mortgage Originator.\u003c\/p\u003e \u003cp\u003e2. Big Picture: Understanding the Mortgage Loan Process.\u003c\/p\u003e \u003cp\u003eBorrowers: Understanding Events That Motivate Them.\u003c\/p\u003e \u003cp\u003eFirst Steps: Initiating Contact to Submitting the Application.\u003c\/p\u003e \u003cp\u003eHome Stretch: Processing, Underwriting and Closing the Deal.\u003c\/p\u003e \u003cp\u003eAfter the Close: Maintaining Relationships with Borrowers.\u003c\/p\u003e \u003cp\u003eKey Points: Recapping the Highlights.\u003c\/p\u003e \u003cp\u003e3. Players: Defining Your Interests and Those of Borrowers, Lenders and Brokers.\u003c\/p\u003e \u003cp\u003eBorrowers: Seeking a Solution.\u003c\/p\u003e \u003cp\u003eInvestors: Defining the Market.\u003c\/p\u003e \u003cp\u003eLenders: Playing the Market.\u003c\/p\u003e \u003cp\u003eBrokers: Crafting the Transaction that Works for Everyone.\u003c\/p\u003e \u003cp\u003eOriginators: Creating Opportunity.\u003c\/p\u003e \u003cp\u003eProcessors: Keep it Flowing.\u003c\/p\u003e \u003cp\u003eUnderwriters: Assessing Risk and Reward.\u003c\/p\u003e \u003cp\u003eSupporting Players: Providing Assurances.\u003c\/p\u003e \u003cp\u003eNext Steps: Getting Up to Bat.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2. The Mortgage Selling Cycle.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4. Step 1: Generating Leads, Prospecting and Keeping Score.\u003c\/p\u003e \u003cp\u003eMaking Your Delivery Special.\u003c\/p\u003e \u003cp\u003eIt's a Numbers Game - Know the Score.\u003c\/p\u003e \u003cp\u003eWhat Makes an Effective Sales Presentation?\u003c\/p\u003e \u003cp\u003eAttention: Targeting Needs, Providing Solutions.\u003c\/p\u003e \u003cp\u003eYou Don't Have to Start From Scratch.\u003c\/p\u003e \u003cp\u003e5. Step 2: Moving a Lead to a Prospect.\u003c\/p\u003e \u003cp\u003eEight Rookie Sales Mistakes and How to Avoid Them.\u003c\/p\u003e \u003cp\u003eFrom Lead to Prospect - Getting the Go Ahead for the Application.\u003c\/p\u003e \u003cp\u003eRating Commitment.\u003c\/p\u003e \u003cp\u003eIntegrity.\u003c\/p\u003e \u003cp\u003eKeeping Track.\u003c\/p\u003e \u003cp\u003e6. Step 3: Facts and Forms: Taking the Mortgage Application.\u003c\/p\u003e \u003cp\u003eWhy Do You Ask?\u003c\/p\u003e \u003cp\u003eLet's Talk.\u003c\/p\u003e \u003cp\u003eAs Soon As You Get Off the Phone.\u003c\/p\u003e \u003cp\u003eCredit Reports.\u003c\/p\u003e \u003cp\u003eKeeping Score.\u003c\/p\u003e \u003cp\u003e7. Step 4: Interpreting Ratios and Credit Scores, Building Trust.\u003c\/p\u003e \u003cp\u003eWhat Does it All Mean?\u003c\/p\u003e \u003cp\u003eReality Check: Qualifying the Prospect.\u003c\/p\u003e \u003cp\u003eThe Credit Call.\u003c\/p\u003e \u003cp\u003eIntegrity.\u003c\/p\u003e \u003cp\u003e8. Step 5: Determining the Right Product For Your Prospect.\u003c\/p\u003e \u003cp\u003eFixed Rate Loan Products.\u003c\/p\u003e \u003cp\u003eAdjustable Rate Mortgages (ARMs).\u003c\/p\u003e \u003cp\u003ePayment Options.\u003c\/p\u003e \u003cp\u003eMatching Prospect Goals and Qualifications to Products.\u003c\/p\u003e \u003cp\u003ePricing Loans – Unraveling the Rate Sheet.\u003c\/p\u003e \u003cp\u003eWhat to Do When There Is Nothing You Can Do.\u003c\/p\u003e \u003cp\u003eAutomated Underwriting Tools.\u003c\/p\u003e \u003cp\u003eKeeping Track.\u003c\/p\u003e \u003cp\u003e9. Step 6: Selling A Proposal That Makes Sense.\u003c\/p\u003e \u003cp\u003eBasic Calculations for Comparisons.\u003c\/p\u003e \u003cp\u003ePresenting the Choices.\u003c\/p\u003e \u003cp\u003eObjections.\u003c\/p\u003e \u003cp\u003eKeeping Track.\u003c\/p\u003e \u003cp\u003e10. Step 7: Creating a Customer Relations System.\u003c\/p\u003e \u003cp\u003eA Little Technology Goes a Long Way.\u003c\/p\u003e \u003cp\u003eLoan Cycle Communications.\u003c\/p\u003e \u003cp\u003eTrack Your Communications.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3. Wrap Up.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11. The Loan Package: Preparing the Loan for Processing.\u003c\/p\u003e \u003cp\u003eUniform Residential Loan Application (1003).\u003c\/p\u003e \u003cp\u003eGood Faith Estimate.\u003c\/p\u003e \u003cp\u003eTruth in Lending Disclosure Statement.\u003c\/p\u003e \u003cp\u003eFinal Touches.\u003c\/p\u003e \u003cp\u003eMaking It Official.\u003c\/p\u003e \u003cp\u003eTracking.\u003c\/p\u003e \u003cp\u003e12. Brokers and Lenders: Identifying and Serving Their Needs.\u003c\/p\u003e \u003cp\u003eProcessing to Submission.\u003c\/p\u003e \u003cp\u003eSubmission to Approval.\u003c\/p\u003e \u003cp\u003eApproval to Close.\u003c\/p\u003e \u003cp\u003eKeeping Track.\u003c\/p\u003e \u003cp\u003e13. The Wrap-Up:  Closing the Loan.\u003c\/p\u003e \u003cp\u003ePreparing Your Client for the Closing.\u003c\/p\u003e \u003cp\u003eOther Closing Documents.\u003c\/p\u003e \u003cp\u003eShow Me the Money.\u003c\/p\u003e \u003cp\u003e14. Next Steps Toward Your Future.\u003c\/p\u003e \u003cp\u003eStarting From Scratch.\u003c\/p\u003e \u003cp\u003eFinding the Right Firm.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003eAfterword. Downturns in the Mortgage Cycle.\u003c\/p\u003e \u003cp\u003eAppendices.\u003c\/p\u003e \u003cp\u003eA. Key Mortgage Industry Resources on the Web.\u003c\/p\u003e \u003cp\u003eB. Glossary.\u003c\/p\u003e \u003cp\u003eC. A Day In The Life of a Mortgage Originator.\u003c\/p\u003e \u003cp\u003eD. Overview of The Loan Process.\u003c\/p\u003e \u003cp\u003eE. Comparison of Financial Instruments.\u003c\/p\u003e \u003cp\u003eF. Key Ratio Calculations.\u003c\/p\u003e \u003cp\u003eG. Quick Ratio Guidelines for Conforming Loans.\u003c\/p\u003e \u003cp\u003eH. Using Microsoft Office for Customer Relations Management.\u003c\/p\u003e \u003cp\u003eMail Merge for Personalized Letters.\u003c\/p\u003e \u003cp\u003eSearching Through Your Client Base.\u003c\/p\u003e \u003cp\u003eSetting Reminders.\u003c\/p\u003e \u003cp\u003eDownloadable Forms and Templates.\u003c\/p\u003e \u003cp\u003eTracking Forms.\u003c\/p\u003e \u003cp\u003eStandard Loan Origination Forms and Documents.\u003c\/p\u003e \u003cp\u003eCalculation Templates.\u003c\/p\u003e \u003cp\u003eLead Generation Templates and Samples.\u003c\/p\u003e \u003cp\u003eOn-Line Application Submission Link.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eRICHARD GIANNAMORE\u003c\/b\u003e is President and CEO of Mortgage Services, Inc., and has more than twenty-five years of experience in the business. He is also CEO of Financial Program Strategies, Inc., and creator of the $-Road to Riches-$\u003csup\u003e®\u003c\/sup\u003e education seminars. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eBARBARA BORDOW OSACH, MBA,\u003c\/b\u003e is a consultant to Mortgage Services, Inc., and has designed training and best practices documents for numerous industries.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eMASTER THE ART OF SELLING MORTGAGES!\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe High-Income Mortgage Originator\u003c\/i\u003e is your guide to a rewarding sales career in a growing field. What could be more satisfying than helping a young couple buy their first home, or helping a parent fund a child's college education, or helping an entrepreneur start a dream business—all while you make a great living? \u003c\/p\u003e\u003cp\u003eMortgage originators not only experience the satisfaction of helping people borrow the money they need; they get to be their own bosses, make their own rules, and make plenty of money. Whether you're looking for your first job or transitioning from a corporate position, \u003ci\u003eThe High-Income Mortgage Originator\u003c\/i\u003e gives you all the tools to grow your wealth and your career in real estate finance. \u003c\/p\u003e\u003cp\u003eThis comprehensive guide not only provides a beginner's course on getting into the business, but also provides references, examples, and business practices that lead to high incomes. It teaches proven principles and practices in customer service, marketing, and lead generation that will build your reputation—and your business. \u003c\/p\u003e\u003cp\u003eFor example, you'll learn how to mount an effective marketing campaign to bring in more business than you can handle. You'll also read sample scripts that help you talk to prospects and bring them into the buying process without using pressure or gimmicks. Plus, you'll master the art of selling mortgages, understand every step of the mortgage process, deliver effective sales presentations, learn to evaluate mortgage applications and credit reports, and draft loans that make all parties happy. \u003c\/p\u003e\u003cp\u003eBecoming a mortgage originator is a proven path to financial freedom, and good mortgage originators can make great money even in bad markets. \u003ci\u003eThe High-Income Mortgage Originator\u003c\/i\u003e gives you the tips, advice, and best practices you need to build a thriving business with a growing and loyal customer base.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990257811685,"sku":"NP9780470137314","price":29.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470137314.jpg?v=1761787094","url":"https:\/\/k12savings.com\/products\/the-high-income-mortgage-originator-isbn-9780470137314","provider":"K12savings","version":"1.0","type":"link"}