Introduction to Mortgage Lending 2008 Agenda

Day 1 (9:00 AM - 4:00 PM)

• Overview of the Mortgage Industry
  • Mortgage Terminology
  • The Secondary Market
  • Roles and Responsibilities
• Originating/Processing Mortgages
  • Review of the Uniform Residential Loan Application (Form 1003)
  • Qualifyiing the Borrower
  • Guidelines
    • Income/Employment
    • Assets
    • Debt
  • Credit
  • Red Flags

Day 2 (9:00 AM - 4:00 PM)

• Disclosures/Regulations Overview
• Self-Employed Borrower Overview
• Appraisals
• Private Mortgage Insurance (PMI)
• Underwriting Mortgages
  • The C's
  • Underwriting Trends
  • Risk Factors
  • "Affluenza" and other Credit Issues
  • Expanding Markets
  • Automated Underwriting

Day 3 (9:00 AM - NOON)

• Sales, Marketing and Interpersonal Awareness
  • Best Practices
  • Personality Styles
  • Generational Differences
  • How Borrowers Choose Their Lender
  • What You Offer and Who You're Offering it To
  • Influencers
  • Communicating Effectively
  • Emotional Intelligence

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