High Trust Financial Planner Interview
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This document provides an overview of strategies for marketing mortgages to increase business and trust with clients. It discusses analyzing current mortgage market conditions, understanding different financial products and their risks/benefits, and providing financial education to clients to position oneself as a trusted advisor over a salesperson. Specific strategies proposed include refinancing loans for tax benefits, using bi-weekly payments to pay off loans faster, and assisting clients with broader financial goals like retirement and college planning.
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High Trust Financial Planner Interview
- 1. High Trust Presented by Robert Ratimorszky Marketing in Mortgages
- 2. Objectives More loans Forecast rate and understand markets Close more sales calls More money in less time Insure business into future
- 3. The Enemy Internet and The UnaccountableInternet and The Unaccountable Order TakersOrder Takers LiarsLiars
- 4. Current Market •Mortgage Bonds •Nasdaq Effect •The Fed •Freddie Mac Rate
- 5. Stocks, Bonds, and Cash Stocks Bonds Cash LiquidityMedia Fund Managers
- 6. Price Vs Yield $1,000 Bond @ 8.00% Note Rate $80 Annual Return If Sold for $800 Then YTM = 10% If Sold for $1600 Then YTM = 5% SupplySupply andand DemandDemand
- 7. The No Cost Loan •$200,000 @ 7% = $1,330 •7.375% = $1,381 •Payment difference = $51 •Closing costs = $2,300 (non-ded) •$2,300 /51 = 45 mos. Real Calculation should be: $197,700 @ 7.375% = $1,365 Payment difference = $35 Net of tax deduction = $23 True Breakeven @ 100 months. Use Amortization Table
- 8. Trusted Advisor Vs Salesperson •Money Business •Market Knowledge and Expertise
- 9. Refi With Purpose •Rule of 72 •S&P 500 historical performance •Save $200 per month or $30,000 •Loan of $275,000 or $225,000 •Tax Free Municipal Bond Funds
- 10. Financial Planners •Exchange clients •Learn from each other •Mutual benefit •Win Win Win
- 11. Understanding the Business of Money Gain financial knowledge Increase Respect Increase Trust Subscribe and Read Money Magazine Kiplinger Magazine Kiplinger Washington Newsletter and Tax Letter Mortgage Market Guide MPN 619-522-9800
- 12. A Mortgage is an integral part of your portfolio Tax Planning Retirement College Preparation Investing
- 13. Know Your Taxes Do your own 1040 Market with Year end Tax Tips •Pay January in December •Avoid Tax distributions •IRA to Roth Section 179 Tax Free Municipal Bonds Always Use After Tax Dollars
- 14. IRA and 401k The Penny Story
- 15. Bi-Weekly’s Benefits Children’s College Education Retirement PMI ARM Protection Additional Income and Sales
- 16. Assistants •Applications by phoneApplications by phone •Fee CollectionsFee Collections •After Market SalesAfter Market Sales •Follow UpFollow Up •Phone ManagementPhone Management •IncomingIncoming •OutgoingOutgoing •ConferenceConference
- 17. “Everything that can be invented, has been invented” Charles H. Deuell, Head of the US Patent Office While testifying before congress in 1898 Opportunity