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Loan Officer Summit

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How to Maximize Your Referral Relationships, presented by Doug Smith

This fast-paced and idea-packed presentation/workshop shows you how to MAXIMIZE the business-to-business (B2B) referral relationships you now have with real estate agents, builders, attorneys, CPAs and others along with ways to keep their leads coming to you all throughout 2023. We cover:

Determining what % of your total loan volume will be B2B driven this year

The 5 common mistakes loan officers make when working referral relationships
Using the “Relationship Pyramid” model to asses your current B2B book of business
25 approaches and activities for building and sustaining an ongoing relationship
Calculating the true value of what your referral relationships are worth to you

About the speaker: Doug Smith is a 39-year banking and mortgage industry veteran, a nationally-acclaimed speaker, author and sales training expert. Doug has delivered thousands of presentations and workshops for mortgage lenders and industry associations all across the country. He has published over 300 feature articles in national business magazines and is the author of Climbing the Ladder of Success and Green Zone Selling.

Understanding Your Sales DNA, presented by Dustin Owen, CMB

Too many sales professionals fail because they try to do it all. The most successful pick just a couple business strategies and go all in. Those that pick a couple strategies and drill deep do so because they know who they are as people and how they are wired as professionals. In this session, Dustin Owen breaks down the six most successful strategies used today by top earning MLO’s for creating contacts that lead to relationships which turn into leads and eventually sales. Within each approach DO will shared tips and best practices while explaining the how and why. It will be up to the audience to determine which two or three of these six proven methods best matches their Sales DNA.

About the Speaker: Dustin Owen, CMB has been in the mortgage banking industry since 2004. He began his career as a Rookie LO. He currently co-operates and runs a $1 billion retail production operation which he founded with his two business partners in 2008. Dustin is the founder and host of The Loan Officer Podcast, the #1 podcast for mortgage professionals and their clients. Owen is an active member of the Mortgage Bankers Association. He has been a local chapter president, currently serves on the MBA of Florida’s Board of Directors, has earned his CMB (Certified Mortgage Banker) and in 2022 graduated from the MBA’s Future Leaders Program. He is a University of Central Florida alum and die-hard UCF football fan. Dustin and his family reside in Winter Springs, FL.

Personal Branding Mastery for Loan Officers, presented by Tim Davis

Tim Davis is a 25 year veteran of the mortgage industry where he has originated loans, owned mortgage companies and coached loan officers. He has a daily podcast called The Originators Guide where you can get a free business tip in 3 minutes or less and he is the founder of The Originators Guide Magazine. Today he serves as SVP of Coaching and Growth for Atlantic Bay Mortgage and he is going to share with us how to build a personal brand that attracts both agents and clients