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Course Details

Counseling the Consumer II – Home Refinance Transactions: What You Need to Know

Webinar: ID# 1000817
Date: Recorded
About This Course:
This webinar course provides an overview of four areas to help retail branch personnel counsel their customers for mortgage financing in refinance transactions:

  • Compliance Concerns and Acceptable Practices  
  • Home Refinance Transaction Practices I
  • Home Refinance Transaction Practices II
  • Home Refinance Mortgage Programs

The course combines teaching modules that includes:

  • Technical mortgage information
  • Skills development on how to deliver this information to customers

This program will help develop consumer contact / retail branch personnel who are comfortable in a consultative sales approach to meet their customer's mortgage financing needs.

This course is highly interactive, with several short exercises to engage the students. Class discussion and participation is encouraged.

Other sessions in the Counseling the Consumer series provide guidance on:

  • Refinance transactions
  • Specialized mortgage loan programs
  • Specialized transactions (new construction, etc.)
  • Each session uses exercises to help develop your skills

Covered Topics Include:

  • Counseling vs Qualifying vs Loan origination:
  • Refinance Transaction Practices
  • Property and Borrower Issues
  • Mortgage Program Eligibility and Qualification
    • Refinance vs Home Equity vs HELOC vs Home Improvement
    • Conventional and Government Programs

Who Should Attend

Branch managers, Assistant Managers, CSRs, all retail and servicing customer contact personnel who discuss mortgage programs with consumers.

The Presenter

Thomas Pinkowish works in mortgage and consumer lending at the national, state, and local level as a lender, educator, and consultant. Over his twenty-nine year career, Tom worked with regulators, government agencies, thrifts, community banks, credit unions, and national trade associations, as well as local and national mortgage companies.

Tom has twenty years of experience designing and teaching courses for hundreds of bank, credit union, and mortgage banking employees, as well as their state and federal regulators.

As a lender and consultant, Tom worked in lending and compliance with lenders ranging from $11 million to $70 billion in assets. He held management positions in: residential and consumer lending; secondary marketing; loan servicing; compliance; and operations. In addition to managing lending departments and staff, Tom's experience includes: underwriting in over 31 states; integrating mortgage banking operations into community banks; redesigning loan origination and servicing departments; and developing policies, procedures, and operations for residential, consumer, construction, income property, and secondary market lending.

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Counseling the Consumer II – Home Refinance Transactions: What You Need to Know
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