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Marketing To Reach Your Members
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A Tale of Two Brothers
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What You Need to Know to Succeed in
Real Estate and Mortgage Business
You
Environment
Government
Company Customer
Yourself
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What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Yourself
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Quick Question
4
Why Should I Do Business with You?
Why Should I Do Business with Your Company?
Did You Say…
Great Rates
Great Products
Good Credit and Bad Credit Welcome
Been in the Business for XX Years
Great Customer Service
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5
Customer Service
Quick Survey
When It Comes to Customer Service, Under…
Deliver What You Promise
•Customer Service Does Not Get You This Deal…
It Gets You The Next Deal
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6
Self-Assessment
• Strong Public Speaking Skills
• Short Sale Expert
• Excellent Negotiator
• Strong Network
• Organized
• Establish Relationships Quickly
My Strengths
My Challenges
• Not Available 24/7
• Slow Typist
• Not Into New Technology
• No Affinity Base
©2012 Genworth Financial, Inc. All rights reserved.
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7
Implement Strengths in Whatever
You Do
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A Tale of Two Brothers
Do What You Are
Passionate About
Insert Your Passion Into
What You Do
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Passion Alone…
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What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Environment
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11
Trends Market Value
Federal Housing Finance Agency - Housing Price Index http://www.fhfa.gov
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12
Trends Foreclosure Trends RealtyTrac : www.realtytrac.com/trendcenter/trend.html
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13
Trends
©2012 Genworth Financial, Inc. All rights reserved.
Foreclosure Trends RealtyTrac : www.realtytrac.com/trendcenter/trend.html
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14
Trends Unemployment:
US Department of Labor Bureau of Labor Statistics: http://www.bls.gov/lau/
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15
Trends
15
Rates: Mortgage News Daily
www.mortgagenewsdaily.com/mortgage_rates/
BankRate.com
www.bankrate.com/
Housing Starts:
National Association of Home Builders
www.nahb.org/
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Trends
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Trends National Association of Realtors® www.realtor.org Housing Statistics & Research
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RSS
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Setting up an RSS Feed
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20
Staying Informed: Monitor the Web
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What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Government
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Learn the Language
Speak the Native Tongue of DC
Out:
CDO
CDS
NIM
NINA
SISA
In:
HARP (1-2)
HAMP (1-2)
TARP
TALF
HVCC
MDIA
HAFA
QM
HPML
SAFE
QRM
CFPB
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How Will It Affect You?
Banking Regulations
QRM
QM
Consumer Financial Protection Bureau
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24
Understand the MI Option
Approvals – Little Money Down
Competitive Monthly Payment Today
Lowest Monthly Payment Tomorrow
Tax Benefits
Homebuyer Privileges®
Homeowner Assistance for Borrowers in Trouble
Mortgage Insurance Benefits the Borrower
©2012 Genworth Financial, Inc. All rights reserved.
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*This Is a Summary Only. Other Restrictions and Requirements May Apply. Consult the GNW Underwriting Guidelines for Complete
Details and Guidelines. Ask Questions to Your Account Rep or 800 444.5664.
Understand the MI Option
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26
MI vs. FHA Payment Comparison
95% LTV - $200,000 Loan Amount - 721 Fico Score – 4.50% Fixed 30
Yr - Primary Residence
Total Monthly P&I
and Monthly MI
Total Monthly P&I
and FHA MI
August 2008 $1,143 $1,112 $31
August 2009 $1,170 $1,114 $56
November 2010 $1,170 $1,166 $4
August 2011 $1,170 $1,207 $37
February 2012 $1,133 $1,207 $74
April 14, 2012 $1,133 $1,231 $98
May 14, 2012 $1,125 $1,231 $106
Genworth MI payment is based upon Zero Monthly Nonrefundable Rate published on the date specified for the State of North Carolina. FHA monthly payments are only an estimate
based on the loan and rate information provided and assumes the upfront premium was financed into the loan amount.. FHA default rates were obtained from various publicly
available resources and may be subject to change. FHA eligibility is not considered when calculating the monthly payment.
©2012 Genworth Financial, Inc. All rights reserved.
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What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Company
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Corporate Assessment
My Company’s Strengths
• Decent Pricing
• Great Turn Around Time
• Excellent Processing
• Excellent Location
• Strong Capital Position
My Company’s Challenges
• Limited Online Presence
• Clear to Close Takes Forever
• Tough on Appraisals
• Low Capture Rate
Compare to Yourself
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What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Customer
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Consumer Trends – Review 3/13/12
Your Father’s Oldsmobile Has a Flat
Techno Geek
Nice Guys Finish First
My Dollar – Your Non-cents
Easy Greenie
Peter Pan Still Sleeps Here
US Consumer Trends
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The Wonderful Web
www.city-data.com
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www.MyBestSegments.com
Know the Neighborhoods
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Top Websites
©2012 Genworth Financial, Inc. All rights reserved. 33
Home Value Changes by City www.fhfa.gov
Unemployment by City www.bls.gov/lau
Foreclosure by County www.realtytrac.com/trendcenter
Demographics / Economics / Schools… by City www.city-data.com
Consumer Profile by Zip Code www.mybestsegments.com
Use This as Loan Officer and Realtor Presentation
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Contact Info
Steve Richman
870-2519 919
Please Join Me
LinkedIn: linkedin.com/in/steverichman
Facebook: facebook.com/stevelrichman
Learn More
nafcu.org/Genworth
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Thank You!
©2012 Genworth Financial, Inc. All rights reserved.
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Legal Disclaimer
Genworth Mortgage Insurance is happy to provide you with these training
materials. While we strive for accuracy, we also know that any discussion of laws
and their application to particular facts is subject to individual interpretation,
change, and other uncertainties. Our training is not intended as legal advice, and
is not a substitute for advice of counsel. You should always check with your own
legal advisors for interpretations of legal and compliance principles applicable to
your business.
,GENWORTH EXPRESSLY DISCLAIMS ANY AND ALL WARRANTIES
EXPRESS OR IMPLIED, INCLUDING WITHOUT LIMITATION WARRANTIES OF
MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE, WITH
RESPECT TO THESE MATERIALS AND THE RELATED TRAINING. IN NO
EVENT SHALL GENWORTH BE LIABLE FOR ANY DIRECT, INDIRECT,
INCIDENTAL, PUNITIVE, OR CONSEQUENTIAL DAMAGES OF ANY KIND
WHATSOEVER WITH RESPECT TO THE TRAINING AND THE MATERIALS.
36 ©2012 Genworth Financial, Inc. All rights reserved.