Mortgage Trainings, Random Stuff


How To Outsource Training & Win

John Jurkovich (The Broker Builder)
October 8, 2024

When Debra Killian first stepped into the mortgage world, she quickly realized there was a gaping hole in the industry’s approach to training. Sure, everyone wanted results, but few prioritized actual education. Fast forward 25 years, and Debra has built an impressive career tackling this exact issue. For mortgage brokers eager to grow their businesses, Debra’s unique approach is a breath of fresh air, combining practical training with strategic relationship building. Let’s explore her methods and discover how they can help brokers create a sustainable path to success.

A New Kind of Mortgage Training

Debra’s journey started in the accounting field, but she soon found herself in mortgage origination, where she saw how lacking the training programs were. “Production was all they focused on, not competency,” she says, pointing to an industry-wide issue. This realization led Debra to build her own educational programs, the flagship being her “First Year Mortgage” program. It’s designed for new loan originators, guiding them from the licensing stage all the way to mastering the art of the mortgage business.

According to Debra, the industry’s obsession with sales often overshadows essential skills training. Her program addresses this by focusing on competencies that foster confidence and effectiveness. “When people know what they’re doing, they feel good about it, and production naturally follows,” she explains. Debra’s approach helps brokers meet their sales goals while staying grounded in best practices and ethics—elements that build a long-lasting, reputable business.

Transforming Realtor Relationships with the Instruct Program

Let’s face it, the typical approach of wooing realtors with donuts and lunches feels outdated. Debra has an alternative with her “Instruct Program,” which helps mortgage brokers build meaningful partnerships with Realtors by offering them something of real value—education. “Why bring donuts when you could teach them something valuable?” she asks, underscoring a point often overlooked.

The Instruct Program empowers brokers to offer continuing education (CE) classes to real estate agents, adding value and credibility to their interactions. It’s a win-win: realtors receive useful training, and brokers have the chance to position themselves as industry experts. Debra walks brokers through the CE certification process, enabling them to provide mortgage-specific content that realtors can actually use.

The program includes a mix of online self-study modules, live webinars, and personalized coaching. Debra also ensures that brokers are equipped to tailor their classes to their local market, explaining, “If you can get in front of 50 or 100 real estate professionals as the expert, the business connections will follow.” This approach provides an authentic way to build credibility and trust within the real estate community without needing to push for sales.

 

 

Hiring and Training the Right People

Scaling a mortgage business means bringing in new talent, but the question is, how do you find the right people? Debra emphasizes the importance of onboarding new hires with a solid foundation. Her approach? Intensive training. Before allowing new employees to speak with clients, she insists on two weeks of rigorous education. “If you want loyal, capable team members, you have to invest in their success from day one,” she says.

She also believes in hiring for long-term potential rather than focusing solely on experience. Her programs help new hires build their skills and understand the industry deeply, making them more confident and capable over time. This results in loyal, knowledgeable team members who are aligned with company goals. “The ones who come in hungry to learn end up being more valuable to your business in the long run,” Debra notes.

Building a Business Through Strategic Partnerships

For Debra, networking goes beyond just attending events and exchanging business cards. Her “molecular marketing” strategy is all about forging partnerships with other professionals—think CPAs, financial planners, and attorneys—who already have trusted client networks. This way, brokers can build a steady pipeline of referrals rather than relying on cold calls.

She coaches brokers on how to tailor their messages to different types of referral partners, explaining, “You need to understand what each professional values and speak to that.” By focusing on a few high-impact relationships, brokers can create a sustainable business based on trust and mutual benefit rather than constantly chasing individual clients.

Debra’s Top Advice for Mortgage Brokers

Debra has plenty of advice for brokers looking to succeed in today’s competitive market:

  1. Invest in Education: Learning doesn’t stop once you’re licensed. Ongoing education not only builds competence but also sets you apart from the competition.
  2. Build Realtor Relationships Through Value: Instead of traditional methods, focus on offering meaningful educational programs that can establish you as a go-to expert.
  3. Hire Wisely and Train Thoroughly: Bringing in new hires with a hunger to learn and then supporting them with proper training will pay off in the long run.
  4. Forge Partnerships with Other Professionals: Focus on building relationships with professionals who can refer clients to you, creating a steady and sustainable pipeline of new business.

Debra’s passion for raising standards in the mortgage industry is evident. Her training programs aren’t just about hitting numbers; they’re about doing the job right, with integrity and professionalism. For mortgage brokers looking to build a career that’s not only profitable but also rewarding and respected, Debra Killian offers a roadmap to success.

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John Jurkovich (The Broker Builder)

My name is John Jurkovich aka "The Mortgage Broker Builder". I've been building mortgage companies and running sales teams for the last 3+ Decades. I recently decided it was time to take my knowledge and experience to the world of Bankers And Brokers so we can grow the future of the mini broker!

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