RC_LP_O_200.3 Generating Purchase Business for Mortgage Loan Originators

1-5 CMB Points Education Intermediate Loan Production (Origination, Underwriting, Processing) Residential Self-Study Web-Based Courses
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Option Price
Member $0.00
Non-Member $100.00

Generating Purchase Business for Mortgage Loan Originators provides mortgage loan originators (MLOs) with marketing strategies used to stimulate purchase money business. This course provides training on the various avenues for creating referrals and provides specific techniques for generating leads from each of those relationships. As part of the course, each student completes a personalized Lead Generation Plan, which documents the student's own personal strategy to stimulate purchase business and generate leads.

The course begins by explaining why purchase business is the foundation of a successful marketing strategy. Next, it provides direction on the resources and constraints for an originator to keep in mind while creating marketing materials, online content, and presentations. The course then explains how an originator can formulate a value proposition and identify the target market. It then describes methods originators can use to leverage their own spheres of influence to generate leads and build relationships. Next, the course looks at different strategies that can stimulate business growth, such as the use of customer relationship management (CRM) systems, and social media platforms. Lastly, the course identifies obstacles that can undermine an originator's success and ways to avoid common pitfalls.

This is a single-family/residential course.


  • Purchase Business Fundamentals
  • Marketing Considerations
  • Identifying Your Value Proposition
  • Identifying Your Target Market
  • B2B Sources of Business
  • Consumer-Direct Sources of Business
  • Effective Lead-Generation Techniques
  • Avoiding Common Pitfalls


    Seat time approximately 2 hours.

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