Original Air Date: July 9, 2020
1:00 p.m. Central Time
COVID-19 has brought many opportunities and challenges, and no one knows that better than your mortgage team. Because of recent mortgage rate drops, and the subsequent refi boom, your mortgage team stepped up, took on the demand, and likely produced results they never thought possible. It is amazing what we can accomplish when a challenge has been thrown down before us and we step up to meet it. But now what?
Your new-found efficiency has created additional capacity in your mortgage process. You probably don’t want to go back to pulling all-nighters and weekends, but perhaps you are wondering how to keep your team’s mortgage application pipeline full. The opportunity is there to maximize the new capacity you have, you just need to know how to take advantage of it and keep mortgage applications coming in especially when members are not beating down the doors.
In this webinar, we will discuss how to avoid a drop in mortgage applications and maintain mortgage volumes by utilizing the tools and resources available to you. We will discuss how to use the credit union sales process to create new business by:
- Crafting a new mindset for mortgages in the credit union and with your members
- Utilizing internal data and 3rd party resources to identify and capture mortgage opportunities
- Activating the education and referral power of branch and contact center sales teams
There is no reason credit unions can’t own their member's mortgage business like we own their auto loan business. The opportunity is available, but credit unions need to reach out and grab it.
Please download this supplemental worksheet before the webinar.
Available as a Playback
This webinar playback is available to all CUES members as a benefit of your membership.
About the Presenter:
Nick Brown
Sales Training
SalesCU
Nick is a sales and service expert in the credit union industry and is committed to empowering financial institutions to develop primary financial relationships with their members, through sales.
Nick started his career in the financial services industry in 2000 as a part time teller. He spent 15 years with a large, progressive credit union in a few different capacities including branch operations, and training and development. The last nine years of his credit union career were with an outbound sales team where he connected with members by phone and email, to expand and deepen their financial relationship with the credit union.
While “On the Phones” Nick recorded well over 10,000 sales calls, sold the majority of the credit unions product and service line, and recaptured over $10 Million in loan volume. From 2009 to 2015, through the great recession, Nick lead his outbound team to record setting loan recapture numbers.
In 2011, Raddon Financial recognized this outbound sales team as a leader amongst credit unions and community banks and used their model in their CEO Strategies Meetings as a framework for sales success. Following this Nick received calls from financial institutions across the nation hoping to learn what his team was doing differently so they could achieve the same sales success.
In 2015 Nick left his very comfortable career to bring proven sales training and consulting to the credit union industry full time. He approaches sales from a needs based perspective with the goal that all sales discussion should add value to the member’s life and help them reach their financial goals and dreams.