I recently wrote an article called "How to Get Face Time with Realtors-Become Their Teacher." Since then I have received requests from loan originators, asking how to get the managing broker to send their real estate agents to your training classes.
So here it is. Swipe and adapt the "sample" outline of your "mortgage training course." I've created content you can use in a letter, an e-mail, video or power point presentation to get your foot in the door.
Here is an outline, starting with your pitch:
"Have you ever felt that you just don't have enough time to train the new real estate agents that join your company?
While I realize that training is an important part of your daily routine, I wanted to let you know about a new agent training program that we hold on a regular basis that walks them through one of the most critical areas in the whole real estate sales process-the financing!
Here's what will be covered:
1. Pre-Approvals and Pre-Qualifications!
a. What's the difference
b. Automated underwriting
c. Credit scoring
d. How to read a pre-approval letter
2. Review of Mortgage Clauses in Real Estate Contracts
a. How to complete the clause to protect both buyers and sellers
3. What You Need to know about Appraisals
a. Why an appraisal is needed
b. Where "comps" come from and how adjustments are made
c. Repair requirements or "as is" condition of property
4. How an Underwriter Fits into the Picture
a. The role of the underwriter
b. Underwriting conditions
c. The steps to get to "clear to close"
5. How the closing process works
a. How to read title insurance policy
b. How to take care of liens/problems
c. Certified checks and home owner's insurance requirements
d. Figures needed to complete the HUD-1
e. How to read a HUD-1 statement
6. Lunch
7. Sales Training
a. We provide one hour of timely tips on how real estate agents can generate more leads and make more money.
It's five hours of intensive training, along with workbooks and samples of credit reports, approval letters, an appraisal, title insurance policy and HUD-1 statement.
The workshop schedule for the rest of the year is:
(List dates and times here)
If training new agents is important to you, I would ask you to consider recommending that they attend one of our workshops. Some real estate companies that we work with make it a mandatory requirement that all new agents must sign up for one of our classes.
I don't know if these workshops fit with the training you are now providing, but would like to call you on (date and time) to discuss and see if we can assist you in training your newbie agents.
Karen Deis is president of
