ORIGINATOR DIRECT

The most comprehensive training program for Consumer Direct and Call Center Loan Officers providing knowledge and proficiency to enter the mortgage industry quickly

 

Available Formats

  • Live Webinar
  • On Demand

LEARN MORE ABOUT CLASS FORMATS

What’s Included

  • All content and coursework delivered online through XINNIX’s proprietary, interactive Learning and Performance Center
  • 78 comprehensive lessons, 25 practical case studies, numerous video learning modules and live webinars, in-branch and in-field assignments, online quizzes, and tests, and a final exam along with full-time XINNIX Performance Specialist support
  • A comprehensive guide for managers on the best practices for leading new loan officers during the training
  • Powerful dashboard for managers to monitor their students’ progress in real-time

New Call Center Loan Officer Training

Designed for anyone responsible for originating loans in a call center and is interested in growing and succeeding in today’s mortgage environment.

A new Call Center Loan Officer will gain:

  • The skills and knowledge to be market-ready in 25 days
  • A proficiency in mortgage knowledge and guidelines
  • A structured and proven sales process to speak with clients
  • Greater retention of prequels long term
  • Increased conversion of leads to maximize marketing efforts

Need guidance? Our team is ready to help.

Agenda

Phase I: Ground School - Foundational Knowledge

New loan officers receive essential mortgage knowledge and guidance from seasoned, former top producers. Through in-depth lessons, quizzes, tests, and a comprehensive exam, Ground School prepares a new loan officer to succeed by laying the foundation of fundamental knowledge while empowering them to expertly speak the language of the mortgage industry.

Essential New Loan Officer Knowledge

Ground School is an online self-paced learning course in which class materials are broken up into manageable lessons, with each module building on the last. Students who follow the recommended  8-hour-day, 5-days-a-week study schedule can complete the program in just three weeks. The program also provides a full communication plan for managers and students that include weekly progress updates via email. Although Ground School is self-paced, students have 3 months to complete the course before their access to online material and support expires.

Ground School consists of:

  • 55 essential mortgage banking lessons to provide core industry knowledge
  • 55 quizzes and 10 tests to ensure comprehension
  • A comprehensive exam to validate knowledge is gained and retained
  • A full-time instructor support to clarify questions and provide direction

Ground School lessons cover:

  • Mastering Mortgage Math
  • Understanding Mortgage Terminology
  • Traditional & Niche Loan Products
  • Pre-qualifying the Borrower
  • Subordinate Financing
  • FNMA/FHLMC Guidelines
  • FHA/VA Guidelines
  • Mastering the Loan Application
  • Understanding Credit Reports
  • Reconciling Income & Assets
  • Personal Tax Return Basics
  • Detecting Loan Fraud
  • Lending Compliance

… and more.

Phase II: Flight School - Practical Application

Flight School provides the training and tools to ensure a new loan officer can confidently speak with customers, understand the deal structure and take complete loan applications.

Note: Successful completion of Ground School is a prerequisite for Flight School.

Advanced New Loan Officer Development

As one of the only programs of its kind in the mortgage industry, Flight School is a skills-based curriculum with a self-paced, blended learning approach via on-demand video modules, in-branch assignments and real-world case studies designed to maximize company/career assimilation.

Students who follow the recommended 8-hour-day, 5-days-a-week study schedule can complete the program in just two weeks. The program also provides a full communication plan for managers and students that includes weekly progress updates via email. Flight School students have 3 months to complete the course before their access to online material and support expires

Flight School consists of:

  • 21 essential lessons covering advanced mortgage, sales, and business development skills
  • 20 assignments to ensure retention and execution
  • 25 case studies to apply knowledge in real-world scenarios
  • A comprehensive final exam to ensure retention
  • Full-time instructor support to review assignments and provide professional guidance

Flight School lessons cover:

  • Financial Formulas and Shortcuts
  • Understanding Interest Rates
  • Reconciling Loan Estimate to Closing Disclosure
  • Deal Structuring
  • Profiling Your Borrower
  • Leveraging Social Media
  • Complete Loan Applications
  • Effective Customer Communications
  • Taking Proper Phone Applications to Maximize Lead Conversion
  • Company Assimilation
  • Loan Closings & Challenges
  • Creating a Unique Value Proposition
  • Handling Objections

… and more.

Phase III: LEAD CONVERSION

Students will experience a lift in lead conversion and loan pull-through by learning how to:

  • Develop a strategic lead contact strategy
  • Identify buying signs and emotional hot buttons
  • Utilize multiple closing techniques to secure the customer
  • Implement a process to confidently speak to customers
  • Present options to customers in an easy-to-understand format

Class 1 – Optimal Response Strategy:

  • Implement a process to eliminate fears and confidently speak to clients
  • Build rapport with customers on each call
  • Effectively open a call and answer common client questions
  • Discover client needs and emotional “hot” buttons
  • Utilize foreshadowing to uncover hidden objections and handle them effectively

Class 2 – Proven Sales Process:

  • Identify buying signs and learn how to effectively close
  • Implement an active listening strategy to better understand customers
  • Deliver all details of the transaction in a favorable light
  • Utilize several different closing techniques on one call to secure the customer
  • Use open-ended questions effectively to gain trust from customers

Register for ORIGINATOR DIRECT today!

ORIGINATOR DIRECT™
$2999.00/personREGISTER

Become an Enterprise Partner

XINNIX Enterprise Partnerships empower businesses to achieve company-wide production growth with customized development programs, business management tools, highly-trained XINNIX Performance Specialists and more. Contact our sales team for more information.

Talk to Us

If you have any questions about our programs or other offerings, we’d love to hear from you! Call us at 678.325.3500 or contact us online!

Engagement and Accountability through our Learning and Performance Center

Learning Paths for Loan Officers showing Completion Status and Score
Goal Completion Start/End Date
On/Off Pace Activity Tracker
Easy Access to a XINNIX Performance Specialist with the Click of a Button through Chat

“I took a chance and completely changed career paths from being a police officer to a loan officer. My friend and branch manager recommended taking Ground School, Flight School, and Officer School. I was hesitant to invest that much into a career that I was unsure of, but a year later, I am so glad I did. I committed to your program 110%, and I am consistently closing a million in production every month! Thanks for what you do!”

– P. HICE

SUBMIT YOUR SUCCESS STORY