Loan Officer Update
December 2005
Providing Loan Officers With Tools for LendingTree Success
 
"Twenty years from now you will be more disappointed by the things that you didn't do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Explore. Dream. Discover."

–Mark Twain
If you are aware of OR if you have reason to believe that there is irregular QF activity on the LendingTree network, please call our Tip Line at 800-475-6964. You may be eligible for a reward. (Tips can be given anonymously).
 

Happy Holidays from LendingTree!

We hope that you have a joyous holiday season! Thank you for your outstanding efforts during 2005. We look forward to an even more successful 2006!

2006 LendingTree Loan Officer Sales Rally

Texas Hold'em - Raise Your Stakes for Success
March 2006
Dallas, TX

Look for more details in the January 2006 edition of the Loan Officer Newsletter.

Thank You to the 2005 Loan Officer Advisory Council

The LendingTree Loan Officer Advisory Council is a small group of loan officers representing a cross-section of LendingTree Network lenders. The group meets via conference call every other month with the purpose of generating "front-line" feedback from loan officers about LendingTree programs and initiatives.

A big thank you to the following loan officers for their participation on the 2005 LOAC:

  • Brian Fassler (Prov Bank)
  • Blake Glenn (eSmart Loan)
  • Michelle Nelson (Pinnacle Mortgage)
  • Matt Stasior (Nationwide Lending)
  • Jeff Skousan (Magellan Capital Mortgage)
  • Brendan Crowe (Wilmington Financial)
  • Joe Lamperski (The Lending Connection)
  • Amy Stuhr (National Bank of Kansas City)
  • Rob Spinosa (Flagstar Bank)
  • Christine Porter (First Magnus)
  • Michael Alexander (WCS Lending)
  • Daniel Nelson (MidCarolina Bank)
  • Vince Pacleb (NationPoint)
  • Sean Casey (McLean Funding)

Look for the announcement of the 2006 Loan Officer Advisory Council in the January 2006 Newsletter!

Selling Advantage!

View your Customers LendingTree Incentive in Apex

Want to tell your customer if they are eligible to receive airline miles or a gift certificate - just for doing business with you? Now you can! Within Apex QF Management an Incentive Promotions tab has been added that allows you to see the incentives your customer qualifies for through LendingTree.

This new functionality is a great selling tool when making your sale. Remind your customer of the potential rewards of closing with a LendingTree lender.

Keep in mind - Incentives can only be offered to consumers through specific LendingTree marketing paths and are only available if displayed in Apex. Don't be tempted to inform customers of other incentives - you will be responsible for the full cost of providing that incentive.

LendingTree University Updates

"On Demand" Internet Based Training to Debut in 2006

The LendingTree Training Team is committed to providing loan officers with the tools and training necessary to achieve professional success. Because we know that you need access to training programs that are convenient, cost effective and relevant we have developed LendingTree University On Demand.

On Demand uses the latest technology to bring you e-learning at its best. Each custom-made module is complete with text, audio narration, animated visual sequences, 3-D and vector graphics, interactive exercises and assessment tools. This sophisticated technology provides training in an effective, concise and engaging format.

Look for the following training sessions to be available in first quarter of 2006:

  • The Loan Officer Commitments
  • The LendingTree Consumer Experience
  • Using the "Find A REALTOR ®" Program

If you have recommendations for topics to make available in this new training environment, please send your suggestions to loprograms@lendingtree.com

LTU Live 2006 Locations Announced

Thank you to all who participated in LendingTree University Live in 2005! We had five great trainings and appreciate your support of the program.

LTU Live was launched with the intent of providing loan officers professional development to help them achieve success. Our hope is that you found these trainings valuable and had a more successful this year as a result of attending.

In 2006, LendingTree is committed to offering its loan officers relevant, constructive training that will help them achieve professional success. We are currently revamping the program to ensure that you, the loan officer, get the maximum value out of the course.

We have four LendingTree University Lives planned 2006 including:

  • May - Boca Raton, FL
  • July - Detroit, MI
  • October - Newark/NYC area

We hope to see you at LTU Live next year. Look for more information coming soon regarding content and speakers.

Sales Tip of the Month!

Practice Golden Rule Selling

By: Brian Tracy, Brian Tracy International

To improve your sales performance, adopt the Golden Rule mentality. The Golden Rule says to, "Do unto others as you would have them do unto you." It also says, "Love your neighbor as yourself." The Golden Rule mentality in sales, says simply, "Sell unto others as you would have them sell unto you."

Different Strokes For Different Folks
What does this mean? Aren't there all kinds of different personalities that require different approaches and techniques? Well, yes and no. Practicing the golden rule in selling simply means that you sell to other people the way you would like to be sold to. You sell with the same honesty, integrity, understanding, empathy and thoughtfulness that you would like someone else to use in selling to you.

Seek First To Understand
If you would like a salesperson to take the time to thoroughly understand you and your situation before making a recommendation, you practice the same thing with your customers. If you would like a salesperson to give you honest information and to help you make an intelligent buying decision, you practice the same with your customer. If you would like a salesperson to be thoroughly knowledgeable about the strengths or weaknesses of his or her product or service, and that of his or her competitors, then you do the same with your product or service and your competitors.

Care About Your Customers
Perhaps the most important part of golden rule selling is the emotional component embraced in the word, "caring." Top sales professionals care about their customers. They care about themselves, their companies, their products and services, and they really care about helping their customers to make good buying decisions. If you think about the very best salespeople you know, you will recognize that they are caring individuals.

They Don't Care How Much You Know
If you think about your very best customers, you will recall that these are invariably people you care about, and who care about you. When you think about the people you buy from, you will recall that they seem to care about you more than the average. In every part of your business life, you will find that the significant people all have the denominator of caring as part of their character and their personalities.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, resolve today to sell to your customers with the same honesty, empathy and understanding that you would like them to use in selling to you.

Second, take time to genuinely care about your customers, their individual needs and their unique situations. Make people feel important and they will make you feel important.

Reprinted from Brian Tracy's Sales Success Newsletter, November 30, 2005
 
  LendingTree is committed to providing lenders and loan officers with the training and education tools needed to be successful! Please send your successes, comments and suggestions to loprograms@lendingtree.com.

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