2 Day Class Room Training

Day One – (10:00 – 6:00)

• Registration & Continental Breakfast – (9:00 – 10:00)
• Welcome & Training Overview – (10:00 – 10:15)
  • Administrative matters
• About NGFS (10:15 – 10:45)
• Reverse Mortgage Market Overview (10:45 – 11:15)
  • 8,000 newly eligible prospect every day as baby boomers enter market segment
  • Changing from needs based to lifestyle based applications
  • Why the government supports reverse mortgages
• Introduction to the Basic Reverse Mortgage Presentation (11:15 – 12:30)
  • The NGFS Power Point Presentation used as a teaching aid
    • The history of Reverse Mortgages
    • The myths and misconceptions about Reverse Mortgages
    • How benefit amounts are determined

• Lunch (12:30 – 1:15)
  

• Overview of The NGFS Reverse Mortgage Illustration Software & RESPA Requirements (1:15 – 2:00)
  • How to illustrate
  • Overview of Reverse Mortgage Products & Costs
    • Side by Side Comparisons of Different HECM’s & Home Keeper RM’s
      

• The NGFS Reverse Mortgage Illustration Software & RESPA Requirements – cont. (2:00 – 3:15)
  • Overview of Reverse Mortgage Cost’s
  • Comparison to standard FHA Loans
  • How to address prospect concerns
    • “Compared to what?”
  • The Reverse Mortgage Application
    • How to obtain / prepare / present
      

• Break (3:15 – 3:30)
  • How to submit business (3:30 – 4:15)
    • The regulatory requirements you must do to be able to receive compensation
  • Shared Clients / Hi Touch
    • What we do at the home office to complete your clients loan
  • Where to get refresher information on forms and requirements
    • How to use the NGFS Support Web Site
      

• Proper Prospecting, Profiling & Suitability Concerns (4:15 – 6:00)
  • Profiling for the basic RM prospect
    • Importance of setting proper expectation and developing a plan
    • Current Market Problems with Appraisals – need to have a Plan B
      

• Proper Prospecting, Profiling & Suitability Concerns (Cont.)
  • Proper Prospect Profiling & Presentation For the RM & LTCi
    • Proper profiling to meet suitability issues
    • The importance of a properly documented file
    • The Asset Based Sales Track
    • The Equity Line Sales Track
  • Proper Prospect Profiling & Presentation For the RM & Annuities
    • Proper profiling to meet suitability concerns
    • The importance of a properly documented file
    • NGFS & Regulatory concerns regarding Annuity Sales funded by a RM
      • How to unseat the competition when dealing with a suitable Annuity Prospect
      • How to properly use a RM with annuities to provide An improved income - protection from increased taxes and inflation - improved estate benefit and liquidity reserve for your client
        

• Food & Beverage “Meet Your Support Team Members” 6:00 – 8:00

Day 2 – (7:45 – 2:30)

• Continental Breakfast (7:00 – 7:45)
  

• Overview – NGFS Web Based Support (7:45 – 9:00)
  • The NGFS Base Web Site
    • Primary Reference for Field Communication
    • Case Tracking
  • The NGFS Web Based Training & Assistance Modules
    • Review of on-going and refresher training modules
  • The NGFS Marketing Support Site
    • Review of compliance approved marketing aids
      • Print, Newspaper, Magazine, Radio, TV, Etc.
  • Overview – NGFS Personalized RM Web Site
    • The NGFS Personalized Web Site Support Services
    • How to use the sites as 24/7 marketing tools
    • How to obtain yours
      

• NGFS Unique Value Added Benefits (9:00 – 9:45)
  • Prospecting
    • Silver Care Prescription Drug Card
    • ElderCarelink Online “Elder Care Resource” Website & Materials
      • How to use as a prospecting tools
  • Performance
    • About the NGFS 30 Day Guarantee or $1,000 Discount
  • Thank You
    • SAGE Tuition Reward Program & the Early Inheritance College Tuition Program
      • Overview of the SAGE Tuition Reward Program
        

• Break 9:45 – 10:00
  

• Compliance Requirements (10:00 – 10:30)
  • Annual Requirements
    

• Getting Started (10:30 – 11:15)
  • Overview NGFS Business In A Box
    

• NGFS Compensation Program & Opportunities To Build Your Own Sales Force (11:15 –12:00)
  • NGFS Loan Consultant Compensation
    • Basic Compensation for production Levels 1 – 4
    • The NGFS Marketing Match
    • The NGFS Referral Compensation
  • The NGFS Sales Manager Opportunity
    

• Lunch With Your Regional Director (12:00 – 1:30)
  • Seating by Regional Director Groupings
    • Meet Your “Go To Person”
    • Overview of Post Training Activity & Support
    • Q & A

• Overview of MMAPS - see handout (1:30 – 2:00)

• Closing Comments (2:00 – 2:30)
  • Video Doug Closing Training