Stephen Kinney Associates
Our Services
WE offer a variety of consuting and training services. Below are just some of our more popular programs and services.
Reverse Mortgage
Product Knowledge Training Detail
In these training sessions your associates will learn about the three types of reverse mortgage programs currently offered by most lenders specializing in reverse mortgages.
This training can consist of any number of participants, although groups of 10 to 25 are ideal. The training will require individual participation, and homework. A short test/quiz will be given after each days training to determine how effectively the material was learned.
At the end of each training session, participants will be asked to complete a short evaluation of the training.
DELIVERABLES
· Detailed training on FHA’s HECM, and Cash Advantage Programs
· The features and benefits of each program, including how rates are set and calculated, and how funds may be disbursed
· How each program compares to the other and when to suggest one over the other
· How the fees and costs of each program are calculated and rates are determined
· How to structure a reverse mortgage to meet the borrowers needs and wants, while conserving the maximum amount of equity
· What to look for in a Reverse Mortgage Appraisal and how to insure the appraiser gets it right the first time
· How to anticipate and avoid problems in advance. How to set proper expectations for the client, before after and during the sale
· Independent Counseling requirements
· How to complete a Reverse Mortgage Application right the first time
· How the approval process works
· How a Reverse Mortgage is underwritten
· How to prepare an applicant for closing
· Compliance issues in reverse mortgages
· Reverse Mortgage Ethics
· How Processors and Originators work together
This training can consist of any number of participants, although groups of 10 to 25 are ideal. The training will require individual participation, and homework. A short test/quiz will be given after each days training to determine how effectively the material was learned.
At the end of each training session, participants will be asked to complete a short evaluation of the training.
DELIVERABLES
· Detailed training on FHA’s HECM, and Cash Advantage Programs
· The features and benefits of each program, including how rates are set and calculated, and how funds may be disbursed
· How each program compares to the other and when to suggest one over the other
· How the fees and costs of each program are calculated and rates are determined
· How to structure a reverse mortgage to meet the borrowers needs and wants, while conserving the maximum amount of equity
· What to look for in a Reverse Mortgage Appraisal and how to insure the appraiser gets it right the first time
· How to anticipate and avoid problems in advance. How to set proper expectations for the client, before after and during the sale
· Independent Counseling requirements
· How to complete a Reverse Mortgage Application right the first time
· How the approval process works
· How a Reverse Mortgage is underwritten
· How to prepare an applicant for closing
· Compliance issues in reverse mortgages
· Reverse Mortgage Ethics
· How Processors and Originators work together
Reverse Mortgage
Operations Consulting
The objective of this consulting module is to get your reverse mortgage division up and running in the shortest amount of time, and humming like a machine in three months or less.
We will work with your staff to develop an operations workflow and guide specifically designed for your company and in full compliance with investor and regulatory requirements.
Upon completion of this assignment your staff will have a system and the knowledge to deliver a Reverse Mortgage approval in the minimum amount of time, taking days or weeks off processing times, reducing fallout and minimizing staff and expense.
DELIVERABLES
· An efficient system for processing and closing reverse mortgages
· Workflows and Training Guides to the processing system
· A customized system to meet your current and future needs
· A system that will lead to approvals in minimum time
· A method of delivery that should result in an average closing goal of 30 days or less. (60 days w/o DE approval)
· A system with a single point of contact minimizing interaction with the production staff
· A review your current LOS and recommendations for simple changes to assist in RM processing, tracking, and reporting
· The system will provide for checks and balances insuring regulatory compliance and quality control
· Participants will be taught how to review reverse mortgage documentation and how to insure compliance
· Participants will be taught how to review reverse mortgage appraisals and how to spot red flags and potential problems
· Participants will learn the ins-outs of RM title issues
· Participants will be taught how to present problems or issues to Reverse Mortgage Consultants and customers
· Participants will learn the proper stacking order for files and how to deliver them to the investor or servicing company
· Participants will learn the special requirements of your investors
· Participants will become proficient in reverse mortgage processing and know where to turn for assistance
We will work with your staff to develop an operations workflow and guide specifically designed for your company and in full compliance with investor and regulatory requirements.
Upon completion of this assignment your staff will have a system and the knowledge to deliver a Reverse Mortgage approval in the minimum amount of time, taking days or weeks off processing times, reducing fallout and minimizing staff and expense.
DELIVERABLES
· An efficient system for processing and closing reverse mortgages
· Workflows and Training Guides to the processing system
· A customized system to meet your current and future needs
· A system that will lead to approvals in minimum time
· A method of delivery that should result in an average closing goal of 30 days or less. (60 days w/o DE approval)
· A system with a single point of contact minimizing interaction with the production staff
· A review your current LOS and recommendations for simple changes to assist in RM processing, tracking, and reporting
· The system will provide for checks and balances insuring regulatory compliance and quality control
· Participants will be taught how to review reverse mortgage documentation and how to insure compliance
· Participants will be taught how to review reverse mortgage appraisals and how to spot red flags and potential problems
· Participants will learn the ins-outs of RM title issues
· Participants will be taught how to present problems or issues to Reverse Mortgage Consultants and customers
· Participants will learn the proper stacking order for files and how to deliver them to the investor or servicing company
· Participants will learn the special requirements of your investors
· Participants will become proficient in reverse mortgage processing and know where to turn for assistance
Reverse Mortgage
Sales Performance Training
Participants will learn to build rapport, trust, and confidence in the first conversation and carry it through to the final sale. They will learn how to exercise ‘patient persistence’ in the sales process and to “Sell without Selling or Overselling”.
We will teach them little-known sales techniques designed specifically for senior clientele. They will learn how to quickly answer the most common reverse mortgage objections without thinking or hesitation in a way easy for the client to comprehend.
Sales people will master a presentation, whether to a group, a referral source, or a single customer. They will put people at ease and connect indelibly, while being memorably dramatic and pleasantly persuasive.
DELIVERABLES
· The ten elements of a reverse mortgage sale
· How to come across as likable to any audience of any size and makeup
· How to identify the “driver” and adapt a presentation to him or her
· How to conduct a client meeting of any size or makeup
· How to take and keep control of any sales presentation
· How to connect emotionally and intellectually with seniors and their advisors
· How to identify a client’s true needs and wants early on and solve them
· How to turn wants into needs
· How to utilize Needs Based Selling to win agreement
· How to eliminate objections and overcome decision paralysis
· How to incorporate the “Reverse Mortgage Sales Script” and “Answers to Common Objections” into your presentation, naturally and without thinking
· How to speak as a consultant, not a sales person: “Sell without Selling”
· How to ask a question that insures acceptance
· How to build a picture in the clients’ mind of how a reverse mortgage is the best option to accomplish their goals and objectives
· Using the “30/30 Rule” to develop a successful referral campaign
· How to build a 45 day plan to build a referral network using the power of 3
We will teach them little-known sales techniques designed specifically for senior clientele. They will learn how to quickly answer the most common reverse mortgage objections without thinking or hesitation in a way easy for the client to comprehend.
Sales people will master a presentation, whether to a group, a referral source, or a single customer. They will put people at ease and connect indelibly, while being memorably dramatic and pleasantly persuasive.
DELIVERABLES
· The ten elements of a reverse mortgage sale
· How to come across as likable to any audience of any size and makeup
· How to identify the “driver” and adapt a presentation to him or her
· How to conduct a client meeting of any size or makeup
· How to take and keep control of any sales presentation
· How to connect emotionally and intellectually with seniors and their advisors
· How to identify a client’s true needs and wants early on and solve them
· How to turn wants into needs
· How to utilize Needs Based Selling to win agreement
· How to eliminate objections and overcome decision paralysis
· How to incorporate the “Reverse Mortgage Sales Script” and “Answers to Common Objections” into your presentation, naturally and without thinking
· How to speak as a consultant, not a sales person: “Sell without Selling”
· How to ask a question that insures acceptance
· How to build a picture in the clients’ mind of how a reverse mortgage is the best option to accomplish their goals and objectives
· Using the “30/30 Rule” to develop a successful referral campaign
· How to build a 45 day plan to build a referral network using the power of 3
Reverse Mortgage
Marketing and Advertising Consulting
It is the nature of our target demographic, that they need to be prodded into considering a reverse mortgage. Finding an interested prospect is only half the battle. Getting them to hear your salesman out and fully consider the option of a reverse mortgage is the other.
We will work with your sales and marketing staff to design an advertising and marketing plan that will provide an ongoing flow of reverse mortgage inquiries and a cost effective supply of follow-up leads. Incorporating a mailing for curious prospects and follow-up calls to set appointments and close the sale, your plan will be customized to fit your budget and goals with measurable results.
DELIVERABLES
· A 12 month marketing plan designed to generate leads to grow your division quickly
· A Lead Generation campaign that will give you an edge in recruiting qualified salespeople
· Each plan is unique, customized to your method of lead generation
· Each plan will incorporate the 7 necessary elements of a successful senior marketing plan
· Scripts for call centers, originators, to fully capitalize on the initial call and subsequent follow up calls
· An efficient system for tracking, monitoring and tracking leads
· Advertising consultation and ideas to aid you in developing effective advertising
· Collateral and sales support materials for use in informational mailings to customers as well as presentations
· A Marketing program that increases brand awareness and customer appreciation
· A “Non-Qualified” lead follow-up program that will increase your forward sales
· A series of letters and postcards for a follow-up drip campaign to stay in front of your customer
· A plan guaranteed to significantly increase sales
· If you prefer to purchase leads, we will direct you to reputable dealers, specializing in reverse mortgage leads
We will work with your sales and marketing staff to design an advertising and marketing plan that will provide an ongoing flow of reverse mortgage inquiries and a cost effective supply of follow-up leads. Incorporating a mailing for curious prospects and follow-up calls to set appointments and close the sale, your plan will be customized to fit your budget and goals with measurable results.
DELIVERABLES
· A 12 month marketing plan designed to generate leads to grow your division quickly
· A Lead Generation campaign that will give you an edge in recruiting qualified salespeople
· Each plan is unique, customized to your method of lead generation
· Each plan will incorporate the 7 necessary elements of a successful senior marketing plan
· Scripts for call centers, originators, to fully capitalize on the initial call and subsequent follow up calls
· An efficient system for tracking, monitoring and tracking leads
· Advertising consultation and ideas to aid you in developing effective advertising
· Collateral and sales support materials for use in informational mailings to customers as well as presentations
· A Marketing program that increases brand awareness and customer appreciation
· A “Non-Qualified” lead follow-up program that will increase your forward sales
· A series of letters and postcards for a follow-up drip campaign to stay in front of your customer
· A plan guaranteed to significantly increase sales
· If you prefer to purchase leads, we will direct you to reputable dealers, specializing in reverse mortgage leads