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This channel is for mortgage professionals and homebuyers. It doesn't suck. This channel gives me, Dustin Owen (DO), the platform to teach everything I have been fortunate to learn about business, sales, the mortgage industry, personal finance, entrepreneurship, real estate investing plus so much more - All because in 2004 I switched careers and became a mortgage loan originator (Loan Officer).
The stories told and lessons taught come from my 20+ year career which has been filled with crazy amounts of success and even more inevitable failures.
Our mission is to invite you into the room where it happens. We strive to teach you how to create opportunities even when it can be a struggle to get your foot in the door.
While there is content specifically for mortgage professionals, the majority of what we produce will encapsulate the world of personal finance, sales training, real estate investing, homebuying tips and just about anything else “adults” are supposed to know.
The stories told and lessons taught come from my 20+ year career which has been filled with crazy amounts of success and even more inevitable failures.
Our mission is to invite you into the room where it happens. We strive to teach you how to create opportunities even when it can be a struggle to get your foot in the door.
While there is content specifically for mortgage professionals, the majority of what we produce will encapsulate the world of personal finance, sales training, real estate investing, homebuying tips and just about anything else “adults” are supposed to know.
LOAN OFFICERS! Use This Script When Talking To Potential Homebuyers 👉📝
👉 Get More Scripts: tloponline.com/ 👈
👉 Sign up for the Newsletter: tloponline.com/#weekly-newsletter 👈
👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈
In this script, D.O. dives into the essential steps for conducting a successful homebuyer consultation. Whether you're speaking with a first-time buyer or an experienced homeowner, you'll discover effective ways to build trust and rapport from the initial conversation. Join us to learn about the key questions to ask, how to respect your client's time, and why understanding their financial comfort zones is crucial. This session will help you tailor your approach and ensure a smooth experience for every prospective homebuyer.
Chapter 1: Introduction and Opening Questions
Discover the crucial first steps in conducting a successful homebuyer consultation call. Learn how to start the conversation on the right foot by asking who referred the client, showing gratitude, and edifying the referral source. Dustin Owen shares expert tips on building instant rapport and setting the tone for a productive consultation. This section covers essential mortgage lead conversion techniques and highlights the importance of strong client communication from the outset.
Chapter 2: Assessing Client Experience and Pacing
Master the art of tailoring your approach to each client's unique situation. Learn how to gauge the client's familiarity with the homebuying process and adjust your pace accordingly. This chapter covers key loan officer skills, including active listening and adaptability. Discover how to create a comfortable environment for both first-time homebuyers and experienced purchasers, ensuring you provide value at every step of the mortgage consultation.
Chapter 3: Discussing Monthly Budget and Payment Comfort
Dive deep into the critical conversation about monthly budgets and payment comfort. Dustin shares his approach to discussing finances in a non-threatening, conversational manner. Learn how to explain the components of a monthly mortgage payment and why it's crucial to focus on the client's comfort level rather than pushing for maximum approval amounts. This section highlights the importance of financial advising in the mortgage industry and how it sets top loan officers apart from the competition.
Chapter 4: Exploring Allocated Funds and Financial Goals
Uncover the best practices for discussing down payments and closing costs without making clients feel pressured. Learn how to frame the conversation around the client's financial goals and the concept of allocated funds. This chapter emphasizes the loan origination process and how to gather essential information while positioning yourself as a trusted advisor. Discover techniques to differentiate yourself from other lenders by focusing on the client's overall financial well-being.
Chapter 5: Differentiating Yourself as an Advisor
In this final section, learn how to solidify your position as a knowledgeable and caring financial advisor rather than just a mortgage salesperson. Dustin explains how to tie together the information gathered about monthly payments and allocated funds to create a tailored pre-approval strategy. Discover how this approach can lead to higher mortgage lead conversion rates and stronger client relationships. The chapter concludes with tips on follow-up actions, including expressing gratitude to referral sources.
Throughout this comprehensive guide, you'll gain invaluable insights into mortgage professional development, enhancing your loan officer skills, and mastering the art of client communication. By implementing these strategies, you'll be well-equipped to conduct homebuyer consultations that not only convert leads but also establish you as a trusted advisor in the mortgage industry.
Whether you're new to the field or a seasoned professional looking to refine your approach, this video provides actionable tips and techniques to elevate your mortgage consultation game. Learn how to stand out in a competitive market, build lasting client relationships, and ultimately close more loans by mastering the initial homebuyer consultation call.
00:00 Introduction and Opening Questions
01:30 Assessing Client Experience and Pacing
03:30 Discussing Monthly Budget and Payment Comfort
05:00 Exploring Allocated Funds and Financial Goals
07:00 Differentiating Yourself as an Advisor
#theloanofficerpodcast #tlop #coldcall
👉 Sign up for the Newsletter: tloponline.com/#weekly-newsletter 👈
👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈
In this script, D.O. dives into the essential steps for conducting a successful homebuyer consultation. Whether you're speaking with a first-time buyer or an experienced homeowner, you'll discover effective ways to build trust and rapport from the initial conversation. Join us to learn about the key questions to ask, how to respect your client's time, and why understanding their financial comfort zones is crucial. This session will help you tailor your approach and ensure a smooth experience for every prospective homebuyer.
Chapter 1: Introduction and Opening Questions
Discover the crucial first steps in conducting a successful homebuyer consultation call. Learn how to start the conversation on the right foot by asking who referred the client, showing gratitude, and edifying the referral source. Dustin Owen shares expert tips on building instant rapport and setting the tone for a productive consultation. This section covers essential mortgage lead conversion techniques and highlights the importance of strong client communication from the outset.
Chapter 2: Assessing Client Experience and Pacing
Master the art of tailoring your approach to each client's unique situation. Learn how to gauge the client's familiarity with the homebuying process and adjust your pace accordingly. This chapter covers key loan officer skills, including active listening and adaptability. Discover how to create a comfortable environment for both first-time homebuyers and experienced purchasers, ensuring you provide value at every step of the mortgage consultation.
Chapter 3: Discussing Monthly Budget and Payment Comfort
Dive deep into the critical conversation about monthly budgets and payment comfort. Dustin shares his approach to discussing finances in a non-threatening, conversational manner. Learn how to explain the components of a monthly mortgage payment and why it's crucial to focus on the client's comfort level rather than pushing for maximum approval amounts. This section highlights the importance of financial advising in the mortgage industry and how it sets top loan officers apart from the competition.
Chapter 4: Exploring Allocated Funds and Financial Goals
Uncover the best practices for discussing down payments and closing costs without making clients feel pressured. Learn how to frame the conversation around the client's financial goals and the concept of allocated funds. This chapter emphasizes the loan origination process and how to gather essential information while positioning yourself as a trusted advisor. Discover techniques to differentiate yourself from other lenders by focusing on the client's overall financial well-being.
Chapter 5: Differentiating Yourself as an Advisor
In this final section, learn how to solidify your position as a knowledgeable and caring financial advisor rather than just a mortgage salesperson. Dustin explains how to tie together the information gathered about monthly payments and allocated funds to create a tailored pre-approval strategy. Discover how this approach can lead to higher mortgage lead conversion rates and stronger client relationships. The chapter concludes with tips on follow-up actions, including expressing gratitude to referral sources.
Throughout this comprehensive guide, you'll gain invaluable insights into mortgage professional development, enhancing your loan officer skills, and mastering the art of client communication. By implementing these strategies, you'll be well-equipped to conduct homebuyer consultations that not only convert leads but also establish you as a trusted advisor in the mortgage industry.
Whether you're new to the field or a seasoned professional looking to refine your approach, this video provides actionable tips and techniques to elevate your mortgage consultation game. Learn how to stand out in a competitive market, build lasting client relationships, and ultimately close more loans by mastering the initial homebuyer consultation call.
00:00 Introduction and Opening Questions
01:30 Assessing Client Experience and Pacing
03:30 Discussing Monthly Budget and Payment Comfort
05:00 Exploring Allocated Funds and Financial Goals
07:00 Differentiating Yourself as an Advisor
#theloanofficerpodcast #tlop #coldcall
zhlédnutí: 420
Video
The Refi War IS COMING and Loan Officers Are Going to Lose! 🤯
zhlédnutí 1,8KPřed 4 hodinami
👉 Sign up for the Newsletter: tloponline.com/#weekly-newsletter 👈 👉 Join our Community: tlop-community.mn.co/landing?space_id=12633795 👈 👉 16-Week MLO Coaching Course: go.tloponline.com/lo-launch-fall-2024-0 👈 Discover the changing landscape of mortgage servicing rights and how it's impacting loan officers. Learn about the aggressive marketing tactics of servicers, the potential shift in refi b...
How the #1 Lender in America is Revolutionizing Mortgage Brokers' Success | Ep. 463
zhlédnutí 920Před 12 hodinami
👉 Join the Community: tloponline.com/ 👈 👉 Sign up for the Newsletter: tloponline.com/#weekly-newsletter 👈 👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈 D.O. interviews Allen Beydoun, Executive Vice President of Sales at United Wholesale Mortgage (UWM), the #1 lender in America. Discover Allen's inspiring 17-year journey, insights into UWM's success, and valuable less...
5 Signs You're Ready to Hire Your First Mortgage Assistant (And 3 Mistakes to Avoid!)
zhlédnutí 129Před 16 hodinami
👉 Hiring An Assistant FULL EPISODE: czcams.com/video/iECfQipJ8-Q/video.html 👈 👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈 👉 Sign up for the FREE Newsletter: tloponline.com/#weekly-newsletter 👈 👉 16-Week MLO Coaching Course: go.tloponline.com/lo-launch-fall-2024-0 👈 Discover when and how to hire your first assistant as a mortgage loan originator. Learn the common pi...
Why I Left My Dream Job After 16 Years | Ep. 462
zhlédnutí 1,5KPřed 21 hodinou
👉 Career Help: tloponline.com/coaching-career/ 👈 👉 Sign up for the FREE Newsletter: tloponline.com/#weekly-newsletter 👈 👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈 👉 16-Week MLO Coaching Course: go.tloponline.com/lo-launch-fall-2024-0 👈 It's time. D.O. shares his journey from a 16-year tenure at Waterstone Mortgage to his new role as SVP of Growth at Lower.com. Dis...
The Happiness Secret Every Mortgage Pro Needs to Know | Ep. 461
zhlédnutí 669Před dnem
👉 Get Happy: tloponline.com/ 👈 👉 Sign up for the FREE Newsletter: tloponline.com/#weekly-newsletter 👈 👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈 3x guest Steve Richman dives into the nine keys to a positive mindset. Learn how to shift your perspective, eliminate negative thoughts, and cultivate happiness in both your personal and professional life. This engaging c...
Need An Assistant? 🫵 NEED To Get Better! | Ep. 460
zhlédnutí 444Před 14 dny
👉 Looking for an Assistant?: tloponline.com/ 👈 👉 Sign up for the Newsletter: tloponline.com/#weekly-newsletter 👈 👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈 👉 16-Week MLO Coaching Course: go.tloponline.com/lo-launch-fall-2024-0 👈 D.O. provides valuable insights on hiring an assistant for mortgage professionals. He discusses when to hire, what to look for in a candi...
Definition of Assumable Loan
zhlédnutí 167Před 14 dny
👉 Sign up for the Newsletter: tloponline.com/#weekly-newsletter 👈 👉 Join our Community: tlop-community.mn.co/landing?space_id=12633795 👈 👉 16-Week MLO Coaching Course: go.tloponline.com/lo-launch-fall-2024-0 👈 An assumable loan allows a home buyer to take over the seller's current mortgage. Learn the key points about assumable loans in this video. - Definition of an assumable loan - Example sce...
Use TikTok for Real Estate Success w/ Demeeka Cobb | Ep. 459
zhlédnutí 342Před 14 dny
👉 Join the Community: tloponline.com/ 👈 👉 Sign up for the Newsletter: tloponline.com/#weekly-newsletter 👈 👉 Register for Coaching: tlop-community.mn.co/landing?space_id=12633795 👈 D.O. interviews Demeeka Cobb, a successful real estate agent and social media influencer. Demeeka shares her journey from project management to real estate, discussing her rapid rise on social media platforms like Tik...
How to Sell Your Book of Business | Ep. 458
zhlédnutí 429Před 21 dnem
How to Sell Your Book of Business | Ep. 458
Say this next time you go to a Realtor event 🗣️
zhlédnutí 458Před 21 dnem
Say this next time you go to a Realtor event 🗣️
Do THIS Everyday To Win as a Loan Officer 🏆 | Ep. 457
zhlédnutí 1,9KPřed 21 dnem
Do THIS Everyday To Win as a Loan Officer 🏆 | Ep. 457
Must-Read Books and Must-Watch Movies for Loan Officers | Ep. 456
zhlédnutí 642Před 28 dny
Must-Read Books and Must-Watch Movies for Loan Officers | Ep. 456
94% of Americans Don’t Know THIS About Mortgage Rates!
zhlédnutí 879Před měsícem
94% of Americans Don’t Know THIS About Mortgage Rates!
Being Dumb Enough NOT to Quit IS the Secret | Ep. 455
zhlédnutí 1,1KPřed měsícem
Being Dumb Enough NOT to Quit IS the Secret | Ep. 455
How to Stay Relevant in Mortgage Industry | Ep. 454
zhlédnutí 747Před měsícem
How to Stay Relevant in Mortgage Industry | Ep. 454
Why Loan Officers Ask for So Much Shit | Ep. 453
zhlédnutí 721Před měsícem
Why Loan Officers Ask for So Much Shit | Ep. 453
Why You Suck as a Loan Officer and Won't Make It | Ep. 452
zhlédnutí 3,2KPřed měsícem
Why You Suck as a Loan Officer and Won't Make It | Ep. 452
Beat the Oldest Realtor Excuse In the Book!
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Beat the Oldest Realtor Excuse In the Book!
Business Lessons from the Constitution 🇺🇸
zhlédnutí 55Před měsícem
Business Lessons from the Constitution 🇺🇸
The 2024 Guide to Home Equity Loans | Ep. 451
zhlédnutí 722Před měsícem
The 2024 Guide to Home Equity Loans | Ep. 451
Why July is the Perfect Time to Reassess Your 2024 Goals | Ep. 450
zhlédnutí 475Před měsícem
Why July is the Perfect Time to Reassess Your 2024 Goals | Ep. 450
Managing Bad Reviews in the Mortgage and Real Estate Industry
zhlédnutí 207Před měsícem
Managing Bad Reviews in the Mortgage and Real Estate Industry
Pay Cut Coming For Loan Officers Everywhere!
zhlédnutí 547Před měsícem
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You Can Wholesale Real Estate w/ NO MONEY | Ep. 449
zhlédnutí 405Před měsícem
You Can Wholesale Real Estate w/ NO MONEY | Ep. 449
Buying a Home without Draining Your Savings | Ep. 448
zhlédnutí 555Před měsícem
Buying a Home without Draining Your Savings | Ep. 448
Why Realtors and Lenders Need Each Other for Success
zhlédnutí 238Před měsícem
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I just switched up my Roth IRA to 50% SCHD, 25% SCHX, 25% SCHG, and my Roth 401k is 70% vanguard S&P 500 index, 20% vanguard growth index, and 10% vanguard international index. Seeking best possible ways to grow $350k into $1m+ before retirement in 3 years.
consider financial advisory so you don’t keep switching it up... those sound like great picks anyways, not bad for 350k
Agreed, I'm in line with having an advisor oversee my day-to-day investing cos, my job doesn't permit me the time to analyze stocks myself. Thankfully, my portfolio has 5X in barely 5 years, summing up nearly $1m as of today.
@@CaroLewis-j8k this is huge! would you mind revealing info of your advisor here please? in dire need of portfolio rebalancing
I take guidance from a New York based advisor ''Ellen Geskin Kettle'' To be honest, I almost didn't buy the idea of letting someone handle growing my finance, but so glad I did.
thanks for putting this out, curiously inputted Ellen Geskin Kettle on the web, spotted her consulting page and was able to schedule a call session, she actually shows a great deal of expertise.
Amazing info as always
@@marsimpulses666 BIG FACTS
This is why the relationship you form with your client needs to be so strong they don't fold. When my clients get the calls they know what to say. I'm part of the family. Lender for Life.
This is as good as Gold. 🔥🪙
First. As always.
What? No love for Fairway? I mean #4 in Retail and #1 in JD Power Rankings!
I agree with your general premise of the servicers getting more aggressive, yes. But how has that been different from any other time? Their tactics are nothing new when you order payoffs, case numbers, etc. Same old game you have to deal with. Your stat that servicer refinance conversions will go from 20% to 80% is just plain not believable. A 300% increase for headset jockeys to ultimately convert? Not buying it. More? For sure. 300% more? Nah. What you say is more likely to happen if you are expecting your clients to call you to refi. Thats bad. There are two big things that can stem this tide; BRAND and PROCESS. If you have a strong personal brand that your clients see regularly, that will be an immense help to you. If you have a process from Lead to Legacy where your clients hear from you regularly after closing to check in on them, that is in your favor as well. One other thought I had when I heard this episode, just from my day to day practice talking to clients is the image and psyche that clients have for their servicer vs their Mortgage Professional. The servicer is who the client ultimately has to write the mortgage payment to. They hate that part. That's not the fun part, and they know it can change. There is no loyalty to them. I have never heard a client say "oh I really LOVE me some Mr. Cooper". No. If anything, you can always get a borrower to bash their servicer for something. The fun part is shopping for a home, getting pre-approved, winning the home, etc. And those feelings are associated with you the Mortgage Advisor, or they better be if you did your job. 😄 Its still a business of human connection at the end of the day. Work on your content, brand and process and you can increase your odds to get this repeat business.
DO gotta announce when he flying to UWM so I can pop out.
The hills have eyes all stars 😂😂😂
NO JOKE 🫠
How crazy but so true.
Why line of credit over a HEL / cash out refi? HELOCS feel like the worst to hold a balance on and they’re not amortized
Spot on DO, as usual. Many originators don’t understand this - or are unwilling to accept.
I that "as usual" comment. What's your Venmo?
brokers on top!!!
STRONG move DO ! Wishes you and the team the best of success. Been a TLOP'er from the beginning and happy to see this.
LFG TJ
Dude what’s up with this guy, horrible attitude
I know, right? You can't take him anywhere. Such a BUZZ-KILL.
Excellent and on par! 🔥
Would you recommend Mortgage Coach total Cost Analysis tool?
Always!
I'm already seeing this. The servicers are withholding the case number or payoff statement until they are solicited by their inside LO. You can beat or match their pricing, just make sure you have a good relationship with your borrower so they can show you their loan estimate.
@stanleytomasetti1074 seems like it may be faster for the borrower to request payoff vs a lender so not to delay the process of refi.
Is servbank a big servicer?
They are a sub-servicer. Usually a sub-servicer will service the loan on behalf of its client and they white-label their servicing; meaning they put their clients' name on the monthly statement.
Dustin and the TLOP team are doing it again. No matter the channel he is personally in, he brings in people from all around the industry to help all of us grow. Diversity baby.
I love the mortgage industry. It does not matter if it is CD, TLOP or Retail.
Congrats on the move! Hope you build out an awesome operation!
I'm part of a brokerage that I feel has a great crack a being top 10 and striving to be the happiest home for MLOs. We're looking for more top MLOs to join. Any suggestions on reaching producers or any MLOs who want to make more money?
❤ two people I love as a broker! UWM and TLOP!!! 🙌🫶🏻
🙋♂
I’m one of those guys you mentioned that’s an LO part time. I have a family with bills so building my business and savings allows me to get a head start a little safer. One of these days I hope to meet you on your show!
That's what's up Aaron - appreciate the support!
Which CRM do you use, TLOP audience!
DON'T BE SHY PEOPLE
Arive
The best CRM is the one you use. Honestly. Adium, Total Expert, Usherpa, Big Purple Dot etc.
Arrive, Trello, and MLOFLO is what I’m using at the moment
TrackVia
Is it cheating to give a thumbs up before I listen? I normally listen via a podcast in the car but this started and I can't wait until my next drive. Sorry to ruin your analytics by stopping at 2 minutes.
All good Marco - just need you to watch it on 3 devices simultaneously when you get home. 💪
😂
Digging it. Great interview and teasers. Always appreciate all of your efforts and content. 🔥❤🔥🔥
WE GOT YOU
This episode is GOLD!
Thank you very much
My man! Congrats and excited to have you on board!
LFG
That hat is Fire 🔥. Where can I get one?
Best way is by becoming an Annual Member! 😎
I have a question on this. I will ask in the Live. 🙏🏾Ty as always🔥🔥
We got you covered!
Excellent analysis!!!
TY 🙏
I spat out my coffee @20:19. “What are Lawry’s?” LMAO…Cuz if you know, you Know!!! Shouts to you Dustin!!!!
LOL
This was such a great episode, even after a year in the mortgage industry I learned so much here. Thank you
“Switch jobs every 3 months for the bump in engagement.” 😂 Love you, JC!
But for real tho...🤌
LOL. Thanks but no thanks.
John with the real no bs questions. lol. "no one cares" no we do. we want to know. lol
🚫🧢
Awww...thank you for caring. 🙂
That’s awesome!
What is the cost for the counselor that I gather the customer is required to pay for, including the closing costs, are they rolled into the mortgage, and what is your recommendation? Also if you pick a mortgage person can they do a bait and switch when it comes to servicing the loan to a subordinate?
And your short has 2 likes and iam the first comment seems to be working very well for you
LesssssGO!!!
BIG WAVE 🌊
"its changin to lower" haha
Congrats fellow CMB!
Appreciate that! (Dig the CMB)
Congratulations! All the best to Dustin, JC, and the TLOP family.
Appreciate the support!
so Lower has a mortgage broker channel?
Lower operates primarily in the retail space but has a Consumer Direct division and does a little TPO as well. All three channels should see growth in the future.
Shout out to THE BUCKEYE STATE!!!
O - H
@@TheLoanOfficerPodcast I-O
Fresh out of Credit Kristie’s live🔥🔥🙏🏾. Go ahead -Tell my story ! 2020 this is exactly how I resigned! (Who’s an entire official TLopper? 🤭🙌🏿)
Let's goooo! "Nothing can stop us we're all the way up"
Congrats on the move, Dustin! So glad we get to work together! #LFG
Yes, sir. I am looking forward to it. I am gearing up for one heck of a ride.
Great Episode
interested
When I replaced the incessant desire to be HAPPY with the desire to be USEFUL is when things completely changed for me. Being useful and of service to my wife, my family, my clients, and my community. That's the true definition of happiness to me.
💯🤌