Data Loading...
Loan Officer Planning Guide Flipbook PDF
Loan Officer Planning Guide
121 Views
115 Downloads
FLIP PDF 2.5MB
2019 LOAN OFFICER PLANNING GUIDE Your guide to reflect on 2018 and project a successful and unstoppable 2019
LOOKING BACK
LOOKING FORWARD
Start down your path to building a successful business by thinking about all the homebuyers you helped in the last six months.
Visualize where you want to be at year-end 2019. Set “stretch” goals that will motivate you to reach beyond your current productivity.
My business achievements: The last six months
My 2019 business goals: The next six months
A. Number of Closed Loans
G. My Income Goal for Next Year
$
H. My Average Commission per Transaction Last Year (D÷A)
$
B. Total Loan Volume
$
C. Average Loan Amount (B÷A)
$
D. Total Commission
$
E. Total Listings F. Closed Sales that were listings
I. Number of Loans Needed to Reach this Year’s Income Goal (G÷H) J. Percentage of Closed Sales that were Listings Last Year (F÷A) x 100 K. Number of Listings Needed this Year to Reach Your Goal (apply percentage in J to I) L. Number of Buyers Closings Needed this Year to Reach Your Goal (I - K)
Page 1 CITYWIDE HOME LOANS
LOOKING BACK Referrals & Communication Channels
As you look back on 2018, did you see a trend of significant closings from a particular referral source? _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______
Real Estate Agent Title Agent Builder Financial Planner Estate Planner Attorney Repeat Customer Relocation FSBO Flyer/Mailer Doorhanger Open House Networking or Community Group
_______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______ _______
Event or Seminar Cold Call Warm Call Door Knocking Social Media Online Review Website Zillow Online Advertising Pring Advertising Email Campaign Other
If you didn’t reach your goal last year, what prevented you from doing so?
What will you do this year to counteract that?
What specific activity (or activities) had the most positive impact on your 2018 production?
What is your “Why?”
Page 2 CITYWIDE HOME LOANS
LOOKING FORWARD Target Markets
After taking a look at last year’s closings, were there any patterns that suggest natural target markets for 2019?
Select markets you plan to communicate with this year. _______ _______ _______ _______ _______ _______ _______ _______
Renter to First-Time Homebuyer Move-Up Buyers Multi-Property Investors Retirees Empty Nesters Past Clients Real Estate Agents Home Builders
Page 3 CITYWIDE HOME LOANS
_______ _______ _______ _______ _______ _______ _______ _______
Referral Network Out-of-Area Agents Relocation Companies Financial Planner Other ______________ Other ______________ Other ______________ Other ______________
LOOKING FORWARD Setting Yourself Up For Success In the columns below, place an “X” under Weekly, Monthly, and Quarterly on the various rows to set goals to build your sales and marketing efforts throughout the year. L E A D G EN E RATIO N Weekly
Monthly
Quarterly
_________ _________ _________ _________ _________ _________
_________ _________ _________ _________ _________ _________
_________ _________ _________ _________ _________ _________
Personal Notes Cold Calls Warm Calls Call Past Clients In Person Meeting with Business Partners Open Houses
BR AN D D EV ELO P ME N T Weekly
Monthly
Quarterly
_________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________
_________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________
_________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________
Update Online Profiles Social Media Email Marketing Direct Mail Doorhanger Print Advertising Web Advertising Radio Advertising Host Seminars Videos Joint Marketing
BU S I N E SS B UIL DIN G Weekly
Monthly
Quarterly
_________ _________ _________ _________ _________ _________ _________ _________
_________ _________ _________ _________ _________ _________ _________ _________
_________ _________ _________ _________ _________ _________ _________ _________
Page 4 CITYWIDE HOME LOANS
Team/Office Meetings Manager One-on-One Meetings Community Events Community Volunteering Attend Training Seminars Read Industry Articles Attend Industry Organization Meetings Practice Elevator Pitch
YOUR STRATEGY Opportunity belongs to those who are prepared to go after it. Get started by crafting an actionable business building plan.
My Business Building - The Next Six Months BUSINESS PARTNERS List 3-5 key items to include in your value statement (consider audience needs)
List 2-3 ways you are going to find and meet new sources of business
List 3 things you are going to do this week to get started
Page 5 CITYWIDE HOME LOANS
BORROWERS
NOTES
We are committed to your success. Rely on Citywide to help leverage your opportunities for growth in today’s market. Our experienced, dedicated, and resourceful team is ready to work with you and your business goals.
Page 6 CITYWIDE HOME LOANS
Corporate NMLS #67180 • Equal Housing Lender • 9785 S. Monroe St, Suite 200, Sandy, UT 84070