Mortgage Planning 101

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Mortgage Planning 101
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Delivering the services of a Mortgage Planner
will have a MAJOR impact on your career

• How hard you get rate shopped
• Its going to determine if your clients come back
  to you to purchase a bigger home.
• How many REFERRALS your receive from Realtors
• How many REFERRALS your past clients send to you
  EVERY month
• It's going to determine whether or not Financial
  Planners and CPAs send you an annuity stream of
  REFERRALS year-after-year.
• Its going to affect your CAPTURE RATE.

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First step to a Mortgage Plan
Position yourself as a Mortgage Planner
I am not the typical loan officer, I see my role
as more of a mortgage planner.  Loan officers
take loan applications and provide simple good
faith estimates.  This is part of my process as
well however, many homeowners dont realize the
life changing impact their choice of a home loan
can have on investment issues, retirement issues
and cash flow issues. So, I also help you analyze
the TOTAL COST of your mortgage over time, and I
help you make the best financial decision that
integrates with your personal financial plan.  My
goal is to help you select the best mortgage that
addresses your short and long-term financial and
investment goals First question With that in
mind, help me understand, whats important about
this mortgage to you?
MC Best Practice
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Second step to Mortgage Plan
You must ask Mortgage Planner QUESTIONS

• How old do you want to be when your home is paid
  off or until paying off your home is an option?
• Based on your current situation, how old are you
  going to be? GAP
• What percentage of your monthly income are you
  currently paying towards you mortgage? THINK
  DIFFERENTLY
• What percentage of your monthly income are you
  currently saving per month? OPEN MIND CHANGE
  THE GAME
• How old do you want to be when you retire?
  LISTEN, LEARN LEVERAGE CHANGE THE GAME
  QUESTION
• Based on your current savings plan, are you on
  track? GAP
• What is holding you back from saving more?
  GETTING DEEP

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Results for making your advice tangible
Average MC User Results
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Interest ONLY w/Invest the difference strategy
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Option ARM w/Invest the difference strategy
Mortgage PLAN must track Mortgage Strategy over
time
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Traditional Mortgage w/accelerated debt
reduction strategy

• Interest ONLY and investing the difference is NOT
  the only way to integrate the mortgage decision
  into a financial plan
• Acceleration Debt Reduction is still alive and
  MONEY in the BANK

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Secret weapon of the nations most successful
and efficient Mortgage Planners They DOLLARIZE
their ADVICE
Dollarization The translation of the VALUE into
the dollars-and-cents financial impact to your
clients

• Without Dollarization, comparison of Price vs.
  Value is impossible
• Without Dollarization, the wealth creating value
  of selecting the right mortgage strategy isnt
  obvious
• Without Dollarization, homeowners wont respect
  or appreciate the value of your advice

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Results for automating your past client marketing
Average MC User Results
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Mortgages under Management
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Results for delivering Equity Management services
Average MC User Results

• Dollarize the Mortgage Strategy

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• Demonstrate the wealth creating value of
  reorganizing your debt structure
• Dollarize the wealth growth based on different
  appreciation rates
• Dollarize the VALUE of your ADVICE

Equity Management
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Breakthrough Increase Referrals Immediately
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Mortgage Planner Services
Real Estate Investment Analysis

• Own vs. Rent Personal Wealth Building plan
• No Money Down Minimum Risk Purchase Plan
• Piggy Back Analysis Creative Financing Strategy

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Key Take-a-ways

• Manage Mortgages by sending out monthly RateWatch
  Reports
• NOT Managing Mortgages will cost you a small
  fortune
• Ask Mortgage Planner questions
• NOT asking the right questions will keep you in
  the commodity price game
• Dollarizing the value of your advice
• NOT dollarizing advice creates confusion and lack
  of clarity
• Earn Trust and Respect with the combination of
  Total Cost Selling integrate the mortgage
  decision into the overall financial plan of your
  clients
• NOT delivering this combination will cost you a
  small fortune and possibly a career that is
  respected

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Definitions

• Mortgage Planning is an analytical process of
  making informed decisions that integrate the
  mortgage decision into an overall financial plan
  for a homeowner.
• Mortgage Planner is a mortgage professional who
  is dedicated to helping homeowners make informed
  mortgage decisions that integrate with their
  personal financial plan. They dont push or sell
  specific mortgage programs or strategies.
• Mortgage Program is a specific type of loan
  program. Examples a Interest ONLY, b 5yr ARM,
  c Neg. Amt ARM, d Traditional 30 year Fixed.
• Mortgage Strategy is a specific strategy of
  integrating a Mortgage Program into a financial
  plan. Examples a Interest ONLY and invest the
  difference, b Amortized loan and accelerate debt
  reduction, c 5yr ARM and accelerate debt for 5
  years to build equity, d 5yr ARM and invest to
  build down payment to purchase another property.
• Mortgage Plan is a professional report designed
  to help homeowners make informed decisions that
  integrate with their personal financial plan and
  dollarize the total mortgage cost over time. 
• Monthly Mortgage Review is a professional service
  that helps homeowners to track their current
  interest rates and mortgage program compared to
  the current market.
• Annual Equity Review is an annual service that
  helps homeowners make informed decisions
  regarding whether to restructure their debt
  and/or equity to optimize their personal
  financial plan.

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Developed by loan officers for loan officers
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TRAINING KNOWLEGE
Mortgage Planner Resource Center

• 26 videos
• 9 special reports
• MP Letters and scripts
• MC Exclusive Conference calls

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Regular Price
Special Price 745