MBA Education Commercial Loan Origination Sales Training Workshop in Washington, D.C. Sept. 7-8
MBA Education presents its popular Commercial Loan Origination: Sales Training Workshop in Washington, D.C. on September 7 and 8.
This two-day workshop is designed for individuals who have been in the commercial mortgage lending industry for a short time and want to acquire the skills needed to be effective and productive in sales. It also serves professionals seeking to transition from the residential side of the industry to the commercial side.
The first day of the workshop begins with an overview of the origination process including how the origination process works, who the players are and their roles in origination. The instructors explore how to analyze a borrower’s request and select an appropriate capital source. The session also reviews the loan processing including how the lender sells the loan internally to the investment committee.
The second day of the workshop focuses on sales training and includes how to develop a successful business by learning well-established sales practices, identify the needs of each client, hone in on individual marketing styles, and learn strategies that successful mortgage bankers utilize to close the deal and establish a competitive advantage.
The workshop is an interactive classroom environment with a combination of lecture, case studies and group presentations.
Objectives:
Day 1 Objectives:Review why originators are important to the whole loan processDefine commercial loan origination and the players involvedInterpret the borrower’s needs for financing and determine feasibilityIdentify sources of capital and strategies to appropriately match lender to borrowerExplain quote analysis and recommendation to the borrowerIdentify required borrower information for loan processingDescribe selling to the lender’s investment committeeReview the closing and servicing processDay 1 Activities:Day 1 of the workshop is primarily lecture with two concluding group activities involving role play and presentations to the instructors. Participants are divided into groups and asked to evaluate a sample financing request from a borrower and make a financing recommendation that is presented to the appropriate lender. Each group then compiles the deal to be presented to a lender’s investment committee.Day 2 Objectives:Differentiate the characteristics of a successful commercial real estate mortgage bankerSummarize techniques for selecting a marketing styleDevelop techniques for evaluating a competitive advantageDescribe effective strategies for working with clientsApply techniques for selling the deal to the borrowerApply techniques for selling the deal to the lenderDay 2 Activities:Day 2 of the workshop will be interspersed with lecture and individual and group activities. Participants have an opportunity to develop their best pitch based on a sample deal and practice the pitch to the instructors. Working in groups and using role play, the techniques discussed will be applied to develop a financing recommendation to make a sale to a borrower and a lender.Who Should Attend?This two-day course is designed for individuals who have been in the mortgage lending industry for a short time and want to acquire the skills needed to be effective and productive in sales. Individuals should have familiarity of commercial property types, market lending platforms, capital markets, and real estate finance theory.
Explore how to develop a successful business by learning well-established sales practices, identify what all participants in the transaction require, hone in on your individual marketing style, learn strategies that successful mortgage bankers utilize to close the deal and establish a competitive advantage. The workshop will be an interactive classroom environment with a combination of lecture, case studies and group presentations.
Attendees can expect to:
–Establish clientele and determine their needs
–Develop a sense of confidence in sales skills and an understanding of specific markets
–Establish strategies for utilizing your marketing style
–Develop techniques for defining your competitive advantage
–Establish strategies for maintaining relationships and gaining future business
Who Should Attend?
This workshop is designed for individuals who have been in the mortgage lending industry for a short time and want to acquire the skills needed to be effective and productive in sales. Individuals should have familiarity of commercial property types, market lending platforms, capital markets, and real estate finance theory.
Speakers include Gail Griffith, Associate Director of Commercial/Multifamily Content, Mortgage Bankers Association
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