Mortgage Advisory, CerMA
Offering the most powerful Mortgage Advice Training Program in the Mortgage Industry
Watch Promo
Participants will explore the value a financial professional offers to their customers that traditional methods and resources for mortgage information cannot offer. Upon completion of this certification, financial professionals will acquire a unique competitive differentiation by adding tremendous value to their customer conversations. This certification enables financial professionals to empower their customers with insight and information that can support their mortgage decisions. Although other mortgage training programs provide training on regulations and policies, this program examines the customer conversation and the skills, techniques and strategies financial professionals can apply.
OUTLINE
Module #1: Introduction to the Program
- Welcome and Overview
- Participant Expectations
- Value of the Program
Module #2: Introduction to Mortgages and the Mortgage Industry
- A Mortgage, Its Elements and Its Importance
- Mortgage Customers, Lenders, Market, Economy
- Mortgage Regulation and Policy
- Government Involvement and Impact
Module #3: Mortgage Characteristics, Types and Options
- Characteristics of a Mortgage
- The Face Value of a Mortgage
- Mortgage Term, Interest Rate and Amortization
- Mortgage Payment Terms, Penalties
- Mortgage Downpayment
- Mortgage Payment Frequency
- Mortgage Costs, Types, Options
Module #4: Purchases, Sale Agreement, Offer and Contracts
- Property
- Ownership
- Encumbrances
- Co-ownership and Ownership Types
- Judgements
- Lien
- Purchase Types
- Residential Personal Use
- Secondary Homes
- Rental
- Offer: Definition, Process and Characteristics
- Contract: intentions, requirements, mistakes and rights
Module #5: Mortgage Qualifying, Credit and Credit Protection
- Credit Standards
- 5 C’s of Credit: Qualifying and Non-Qualifying
- Loan-to-Value
- Default Insurance
- Debt Servicing Ratios
- Credit Bureau, Report and Protection
Module #6: The Mortgage Submission Process
- Overview of the Mortgage Submission Process
- Mortgage Submission Process: Step 1 to Step 14
Module #7: Mortgage Advice, Customer Interactions and the Advisor
- Mortgage Advice
- Meeting Customers
- Sales Cycle
- Mortgage Sales Cycle
- Advisor Role and Customer Expectations
Module #8: Mortgage Advice Conversation
- Mortgage Advice Conversation Characteristics and Positioning
- Customer: Mortgage Needs
- Customer Budgets, Expenses and Tolerance
- Mortgage Advice Conversation: Steps
- Mortgage Advice Conversation: Challenges and How to Overcome Them
Module #9: Mortgage Fit Strategies and Corresponding Customer Examples
- Leveraging Life Events
- Positioning and Speaking to Mortgage Strategy
- Assembling a Mortgage Strategy Fit for a Customer
Module #10: Supporting Customers During and After their Completed Transactions
- Managing Deals
- Thank You’s and Follow ups
- Reasons and Disciplined Follow up Routines
Module #11: Ethics, Policies and Professional Conduct
- Ethics, Policies, Professional Conduct
- Receiving Gifts, Policies on Referrals
- Policies on Legal and Tax Advice
- Customer Confidentiality and Mortgage Fraud
Your Instructor
Graham McWaters is a nationally recognized leader in the field of identity theft protection, risk management and lending. Graham is the author and creator of The Canadian Guide to Protecting Yourself From Identity Theft and Other Fraud (best-seller) which was released November 2007. He is also co-author of The Canadian Retirement Guide (best-seller) and The Canadian Student Financial Survival Guide.
He is a professional speaker who has worked in the financial services industry for over 25 years specializing in financing.
With over 20 years of experience talking to audiences of all sizes, Graham presents his topics in a convincing and enthusiastic manner that will captivate your audience and educate them on subject matter such as mortgage advice, the lending process, risk and financial management.