marketing to reach your members (credit union conference session presentation slides)

Marketing To Reach Your Members

©2012 Genworth Financial, Inc. All rights reserved.

1 ©2012 Genworth Financial, Inc. All rights reserved.

A Tale of Two Brothers


What You Need to Know to Succeed in

Real Estate and Mortgage Business

You

Environment

Government

Company Customer

Yourself




You Yourself

Quick Question

4

Why Should I Do Business with You?

Why Should I Do Business with Your Company?

Did You Say…

Great Rates

Great Products

Good Credit and Bad Credit Welcome

Been in the Business for XX Years

Great Customer Service


5

Customer Service

Quick Survey

When It Comes to Customer Service, Under…

Deliver What You Promise

•Customer Service Does Not Get You This Deal…

It Gets You The Next Deal


6

Self-Assessment

• Strong Public Speaking Skills

• Short Sale Expert

• Excellent Negotiator

• Strong Network

• Organized

• Establish Relationships Quickly

My Strengths

My Challenges

• Not Available 24/7

• Slow Typist

• Not Into New Technology

• No Affinity Base


7

Implement Strengths in Whatever

You Do



A Tale of Two Brothers

Do What You Are

Passionate About

Insert Your Passion Into

What You Do


Passion Alone…




You Environment

11

Trends Market Value

Federal Housing Finance Agency - Housing Price Index http://www.fhfa.gov


http://www.fhfa.gov/

12

Trends Foreclosure Trends RealtyTrac : www.realtytrac.com/trendcenter/trend.html


http://www.realtytrac.com/trendcenter/trend.html

13

Trends


Foreclosure Trends RealtyTrac : www.realtytrac.com/trendcenter/trend.html

http://www.realtytrac.com/trendcenter/trend.html

14

Trends Unemployment:

US Department of Labor Bureau of Labor Statistics: http://www.bls.gov/lau/


http://www.bls.gov/lau/

http://www.bls.gov/lau/

15

Trends

15

Rates: Mortgage News Daily

www.mortgagenewsdaily.com/mortgage_rates/

BankRate.com

www.bankrate.com/

Housing Starts:

National Association of Home Builders

www.nahb.org/


http://www.mortgagenewsdaily.com/mortgage_rates/

http://www.mortgagenewsdaily.com/mortgage_rates/

http://www.nahb.org/generic.aspx?genericContentID=45409

http://www.nahb.org/generic.aspx?genericContentID=45409


Trends

Trends National Association of Realtors® www.realtor.org Housing Statistics & Research


http://www.realtor.org/


RSS

Setting up an RSS Feed


20

Staying Informed: Monitor the Web





You Government


Learn the Language

Speak the Native Tongue of DC

Out:

CDO

CDS

NIM

NINA

SISA

In:

HARP (1-2)

HAMP (1-2)

TARP

TALF

HVCC

MDIA

HAFA

QM

HPML

SAFE

QRM

CFPB

http://en.wikipedia.org/wiki/File:US_Congressional_Seal.svg


How Will It Affect You?

Banking Regulations

QRM

QM

Consumer Financial Protection Bureau

24

Understand the MI Option

Approvals – Little Money Down

Competitive Monthly Payment Today

Lowest Monthly Payment Tomorrow

Tax Benefits

Homebuyer Privileges®

Homeowner Assistance for Borrowers in Trouble

Mortgage Insurance Benefits the Borrower



*This Is a Summary Only. Other Restrictions and Requirements May Apply. Consult the GNW Underwriting Guidelines for Complete

Details and Guidelines. Ask Questions to Your Account Rep or 800 444.5664.

Understand the MI Option

26

MI vs. FHA Payment Comparison

95% LTV - $200,000 Loan Amount - 721 Fico Score – 4.50% Fixed 30

Yr - Primary Residence

Total Monthly P&I

and Monthly MI

Total Monthly P&I

and FHA MI

August 2008 $1,143 $1,112 $31

August 2009 $1,170 $1,114 $56

November 2010 $1,170 $1,166 $4

August 2011 $1,170 $1,207 $37

February 2012 $1,133 $1,207 $74

April 14, 2012 $1,133 $1,231 $98

May 14, 2012 $1,125 $1,231 $106

Genworth MI payment is based upon Zero Monthly Nonrefundable Rate published on the date specified for the State of North Carolina. FHA monthly payments are only an estimate

based on the loan and rate information provided and assumes the upfront premium was financed into the loan amount.. FHA default rates were obtained from various publicly

available resources and may be subject to change. FHA eligibility is not considered when calculating the monthly payment.





You Company

Corporate Assessment

My Company’s Strengths

• Decent Pricing

• Great Turn Around Time

• Excellent Processing

• Excellent Location

• Strong Capital Position

My Company’s Challenges

• Limited Online Presence

• Clear to Close Takes Forever

• Tough on Appraisals

• Low Capture Rate

Compare to Yourself





You Customer


Consumer Trends – Review 3/13/12

Your Father’s Oldsmobile Has a Flat

Techno Geek

Nice Guys Finish First

My Dollar – Your Non-cents

Easy Greenie

Peter Pan Still Sleeps Here

US Consumer Trends

The Wonderful Web

www.city-data.com



www.MyBestSegments.com

Know the Neighborhoods

Top Websites

©2012 Genworth Financial, Inc. All rights reserved. 33

Home Value Changes by City www.fhfa.gov

Unemployment by City www.bls.gov/lau

Foreclosure by County www.realtytrac.com/trendcenter

Demographics / Economics / Schools… by City www.city-data.com

Consumer Profile by Zip Code www.mybestsegments.com

Use This as Loan Officer and Realtor Presentation

http://www.fhfa.gov/

http://www.bls.gov/lau

http://www.realtytrac.com/trendcenter

http://www.city-data.com/



http://www.mybestsegments.com/

Contact Info

Steve Richman‏

[email protected]‏

870-2519 919‏

Please Join Me‏

LinkedIn: linkedin.com/in/steverichman‏

Facebook: facebook.com/stevelrichman‏

Learn More‏

nafcu.org/Genworth‏


mailto:[email protected]

http://www.linkedin.com/in/steverichman

http://www.linkedin.com/in/steverichman

http://www.facebook.com/stevelrichman

http://www.facebook.com/stevelrichman

http://www.nafcu.org/Genworth

35

Thank You!


Legal Disclaimer

Genworth Mortgage Insurance is happy to provide you with these training‏

materials. While we strive for accuracy, we also know that any discussion of laws

and their application to particular facts is subject to individual interpretation,

change, and other uncertainties. Our training is not intended as legal advice, and

is not a substitute for advice of counsel. You should always check with your own

legal advisors for interpretations of legal and compliance principles applicable to

your business.

,GENWORTH EXPRESSLY DISCLAIMS ANY AND ALL WARRANTIES‏

EXPRESS OR IMPLIED, INCLUDING WITHOUT LIMITATION WARRANTIES OF

MERCHANTABILITY AND FITNESS FOR A PARTICULAR PURPOSE, WITH

RESPECT TO THESE MATERIALS AND THE RELATED TRAINING. IN NO

EVENT SHALL GENWORTH BE LIABLE FOR ANY DIRECT, INDIRECT,

INCIDENTAL, PUNITIVE, OR CONSEQUENTIAL DAMAGES OF ANY KIND

WHATSOEVER WITH RESPECT TO THE TRAINING AND THE MATERIALS.

‏


marketing to reach your members (credit union conference session presentation slides)

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