2023 Mortgage Loan Officer Training Playbook
Skills and Strategies for Originators to Transform Market Challenges into Opportunities
There’s no denying that much of the recent news about the housing and mortgage market has been negative. This includes housing inventory shortages, higher home prices, higher mortgage rates compared with 2022, and affordability challenges for would-be borrowers. But, if we flip the lens, many opportunities are embedded in these challenges. We can help your originator team reset their focus, strengthen new, relevant skills, and create a playbook for success in 2023.
SCA offers training tailored to help your MLOs adapt their sales approach to meet current challenges. Here’s a preview of our 2023 Loan Originator Playbook Training Program. Each of the four workshops is available as a stand-alone or part of a series.
1. Your First 90 Days
Description: Success strategies and tactics to help new loan originators establish high-impact habits to elevate results and create visibility with new and prospective clients. This workshop is geared toward new MLOs transitioning from other banking or mortgage operation positions or from other industries into mortgage banking.
2. 2023 Strategies for Building Realtor and Referral Source Relationships
Description: This workshop zeroes in on approaches to building and sustaining strong relationships with realtors and other referral partners. In this course, you will consider the unique challenges realtors are facing in 2023, identify relevant solutions to challenges, practice developing and articulating the unique value you provide to your realtor, builder, and referral partners, increase your face-to-face meetings (virtual and in-person) with prospective partners and prepare for the range of challenges and objections you may hear relative to the current lending environment.
3. Customers for Life
Description: One of the stats successful MLOs have in common is that most of their business comes from referrals from past clients, family, and friends. This does not happen by accident. This workshop focuses on the habits MLOs can build and the steps they can take to generate a steady stream of business through their personal referral network. We’ll also cover several relevant priorities and challenges borrowers face in 2023 and how to differentiate yourself with solutions.
4. Time and Pipeline Management Strategies
Description: Successfully growing a mortgage pipeline depends on how effectively the MLO manages their time. This workshop isolates four proven time management techniques that will reduce time wasted, allow the MLO to focus on high-impact activities, and create sharper focus with the added benefit of reduced stress. This critical workshop builds on the prior business development sessions to ensure participants incorporate essential business development methods into their daily activities.
