The document provides an overview of training that will be provided to new loan officers at The Funding Source. The training will occur over several weeks and will include instruction on various aspects of mortgage lending such as qualifying borrowers, understanding different loan products, and learning how to market themselves and generate business. The loan officers will be assigned a branch and mentor to assist them after the initial training is completed as they begin originating their own loans. Success will require loan officers to take action by implementing their training, following their business plan, and developing relationships.

1. The Funding Source
Syracuse.com
The Funding Source Syracuse, The
Funding Source, The Funding
Source, The Funding Source, The
Funding Source Syracuse

2. The Funding Source Syracuse
The Funding Source
 Mortgage Broker
 FHA Mini Eagle
 Mortgage Banker

3. The Funding Source
 Opened
 Opened
 Acquired Greatwood Mortgage

4. The Funding Source Family of
companies

5. Relationships The Funding
Source Syracuse, The Funding
Source
 Funding Source Syracuse, The Funding
Source refers clients to our real estate
partners
 Our real estate partners refer clients to The
Funding Source Syracuse
 Funding Source Syracuse
 Funding Source

6. Referral business
 Each Loan Officer needs referral business.
That is the key to your success.
 Develop a personal business relationship
with Realtors, CPA’s, Financial Advisors,
Attorney’s and other’s in your sphere of
influence.
 Likewise, Funding Source has developed
referral relationships that benefit the Loan
Officer through our Real Estate, Title
Insurance and Appraisal affiliate
companies.

7. Loan Officers
 Despite the built in relationships –
success will not occur. You are
responsible for your success or failure
as a Loan Officer
 FS gives you access to relationships.
You must develop your own
relationships through that access.
 80% of you will fail if you do not do
as we instruct you. This is fact.

8. What we will do:
 Provide a 4 week intensive training
 Provide on going mortgage and sales
training offsite and internally.
 Provide sales tools to help you
penetrate your market
 Teach you how to market yourself to
Agents

9. What we will do
 Teach you how to properly qualify a
borrower and structure a deal.
 Instruct you on loan products.
 Keep you updated through broker and
banker relationships on changing
trends in mortgage lending at staff
meetings.
 Provide you with a Mentor who will
assist you and help you grow.

10. What you will do
 You will make it happen.
 If you do not TAKE ACTION you will
fail.
 Everything we teach you will require
ACTION on your part. Failure to act
will result in failure to succeed.
 You are responsible for your own
success and for your own failure.

11. Overview of your next few weeks
 Learn about mortgage lending in
general
 Learn how to qualify a borrower to a
loan
 Learn about the numerous different
mortgage products out there
 Read your manual to understand the
nuances between those products.

12. Overview of next few weeks
 Learn how to do a Good Faith
Estimate
 Learn what financial documents you
will need at time of application from
the borrower
 Learn how to interpret and read that
information
 Learn how to read a credit report

13. Overview of next few weeks
 Learn how to read a pay stub
 Learn how to read income tax returns
 Learn how to book a sales call into a
mortgage application
 Learn how to put together an FHA
loan and an FHA 203K loan

14. Overview of next few weeks
 Discuss and learn the conventional
products
 Learn the difference between Broker
products, Banker products and B/C
lending products.
 Learn how to price loans

15. Overview of next few weeks
 Learn about ARMS, including Treasury
Bill ARMs, Cost of Funds (COFI)
ARMS, London Interbank Fund Rate
(LIBOR) ARMS

16. Overview of next few weeks
 Review 203K loans and how to
structure those properly
 Understand FHA ARM loans.
 Learn how to originate a VA loan

17. Overview of next few weeks
 Review Banking laws and
requirements
 Understand Compliance issues, Fair
Lending issues and other laws that
affect you as a Loan Officer
 Learn how to originate the self
employed borrower and why that’s
different

18. Overview of next few weeks
 Shadow existing loan officers to learn
what their day is like
 Learn to do a Marketing & Business
Plan – and do one for your business

19. Overview of next few weeks
 Bundling of Services – how that
benefits you and your borrower
 Take a test at the end of your training

20. Post Training
 You will be assigned a branch
 You will have a primary branch. You
will be given a secondary branch as
well.
 You will attend all staff meetings at
the real estate office

21. Post Training
 You will work with the Sales Manager
of the branch to penetrate the
Realtors
 You will meet with your Mentor once
a week in person and go through
Action Plans with her/him
 You will attend FS Staff meetings
when scheduled.

22. Post Training
 You will work with the Sales Manager and
Mentor to transition you into the office.
 You will make sales calls to competitor real
estate offices located geographically near
your home real estate office.
 You will do action plans to increase your
business including sphere of influence
mailings, phone calling your contacts, etc.

23. Post Training
 You will begin to originate loans and
assimilate into your new branch
 You will rely on the home office for
marketing and loan
underwriting/processing support.
 You will compare what you’re doing to your
business plan and, if off, review your
marketing plan to see if you are doing what
you need to do to be successful.