The most comprehensive and nationally-acclaimed program for new loan officers entering the mortgage industry


Intended Audiences

Available Formats

  • Live Webinar
  • On Demand


What’s Included

  • All content and coursework delivered online through XINNIX’s proprietary, interactive Learning and Performance Center
  • 80 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
  • 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


Unleash the potential of new loan officers with the award-winning ORIGINATOR™ program.

This game-changing solution empowers mortgage professionals entering the industry with the sales training they need to become valuable producing members of their team and forge a path to a successful career.

Still have questions? Ready to get started? Our team is here to help.



The ORIGINATOR program provides foundational mortgage knowledge and world-class sales skills training – everything a new loan officer needs to launch their mortgage career. In fact, XINNIX Certified Originators average 4 loan applications during their first month of business.

Upon completion of the ORIGINATOR program, a new loan officer will:

  • Be well-versed in mortgage knowledge and guidelines
  • Understand the discipline necessary to be successful
  • Clearly articulate a unique value proposition
  • Expertly recommend solutions to clients
  • Consistently make effective database calls
  • Be dedicated to taking thorough and complete loan applications
  • Provide “Raving Fan” customer service
  • Prospect for business from referral sources on a daily basis
  • Attend weekly networking events to create business opportunities
  • Execute from a completed business plan with clear, measurable goals



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 how to 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.


*Sales Support Professionals should enroll in both Ground School and Flight School.

Phase III: Officer School - Sales Assimilation

Officer School provides a runway for new loan officers to build a pipeline quickly. Through comprehensive lessons, business tools, and daily accountability to XINNIX Performance Specialists, a new loan officer will learn to build a launch plan for success.

Specialized New Loan Officer Sales Training

Officer School is a 30-day program. Each week is composed of one, 90-minute live webinar, along with daily accountability to XINNIX instructors to ensure completion and comprehension of prospecting assignments and business-building activities.

Officer School consists of:

  • 4 critical sales lessons to build production quickly
  • 20 valuable business tools for immediate implementation
  • 16 weekly prospecting activities for business development
  • A completed launch plan for successful career launch
  • Daily accountability to XINNIX instructor to ensure results

Officer School lessons cover:

  • Establishing Business Goals
  • Maximizing Networking Events
  • Mastering a Database
  • Developing Referral Partners
  • Effective Database Marketing
  • Building a Strategic Plan
  • Marketing Strategically
  • Effective Appointment Setting
  • Sales Scripts for Success
  • Instilling Key Business Disciplines
  • Overcoming Call Reluctance
  • Prospecting with Accountability
  • Impactful One-on-One Meetings

… and more.

*Officer School is recommended for New Retail Loan Officers.
*Sales Support Professionals should also consider our POWER program.
*New Consumer Direct Loan Officers should also consider our LEAD CONVERSION class.

Register for ORIGINATOR™ today!

ORIGINATOR™ Phase I: Ground School
ORIGINATOR™ Phase II: Flight School
ORIGINATOR™ Phases I & II: Ground School & Flight School
ORIGINATOR™ Phase III: Officer School
Four - 90 min classes, once a week$1699.00/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!

Become a XINNIX Certified Originator (XCO)

This prestigious industry designation is held by less than ½ of 1% of all mortgage professionals. Completion of all 3 phases of ORIGINATOR is required for XCO designation.



Have you completed this certification?
Add it to your LinkedIn Profile.

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!”