Marketing to Reach Your Members (Credit Union Conference Session Presentation Slides)

Marketing To Reach Your Members

A Tale of Two Brothers

What You Need to Know to Succeed in

Real Estate and Mortgage Business

Environment

Government

Company Customer

Yourself

You Yourself

Quick Question

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

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

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

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

Trends Market Value

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

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

Trends

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

Trends Unemployment:

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

Trends

Rates: Mortgage News Daily

www.mortgagenewsdaily.com/mortgage_rates/

BankRate.com

www.bankrate.com/

Housing Starts:

National Association of Home Builders

www.nahb.org/

Trends

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

Setting up an RSS Feed

Staying Informed: Monitor the Web

You Government

Learn the Language

Speak the Native Tongue of DC

HARP (1-2)

HAMP (1-2)

How Will It Affect You?

Banking Regulations

Consumer Financial Protection Bureau

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

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

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

Contact Info

Steve Richman‏

steve.richman@genworth.com‏

870-2519 919‏

Please Join Me‏

LinkedIn: linkedin.com/in/steverichman‏

Facebook: facebook.com/stevelrichman‏

Learn More‏

nafcu.org/Genworth‏

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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