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Special Reports

In this section of BrokerUniverse we examine a subject of key importance for mortgage originators every month, based on special reports that run in our sister publication, Origination News.

Recruiting and Training

Recruiting and Training: Shaping Up For Tough Times

In these times of turbulence, the need for mortgage originators to undergo training takes on even more importance.

Too many loan originators do not have the skills or knowledge to sell what are the three most talked about loan products in the market today: reverse mortgages, Federal Housing Administration-insured loans and commercial loans.

All three of these products take different skill sets to sell compared with the loan products that had dominated the marketplace in the past few years.

An article in the October issue of this publication's affiliate, Broker Magazine, not only recommends that brokerages have separate sales staffs for the forward and reverse mortgage products but that the sales staff needs to be educated in the product before attempting to sell it.

In this Special Report, read about how the Birkman Method helps mortgage workers who have been displaced find new careers.

Also read about two companies who say they are hiring people, not firing, and about how one small-balance commercial lender is teaching mortgage brokers how to sell its product.

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