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Helping Community Banks Thrive in a Slow Mortgage Market SMART Consulting
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Introducing our TEAM! Craig Goetz, CEO Brett Toyne, President Del Peterson, CFO
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An Industry In Transition Sub-Prime Lending Causing large, national mortgage companies to fail Bank of America invests $2 billion in Countrywide Higher Rates Eliminated the refinance market and reduced fee income Slowed new construction Overall Economy Stock market volatility Home-owner and home-buyer hesitation
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The Perfect Time to Plan! Community banks are typically “clean” They did not get involved in sub-prime Community bankers are neighbors They listen They are trusted And they are convenient
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August 22… Mortgages: Smaller banks smell blood!
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Community bankers realize… They may have a competitive advantage Not involved in sub-prime lending; no bad press They are unique and community-oriented They can reclaim a lost market Making people aware they do mortgage lending Generate quality assets and new fee income Use mortgage as the core of a banking relationship
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Are you ready to act? Do you have…. Trained, qualified Mortgage personnel Confidence in your products and programs Effective marketing materials A plan of action
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SMART can help you seize this opportunity! We can assist you to… Structure an efficient mortgage operation Have access to all of the best programs Recruit, staff and/or train for effectiveness Position your bank for greater profitability
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How We Support Community Banks S ales & Marketing M ortgage Services A cquisitions R ecruiting T raining
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We will focus on helping you build and market a profitable and dynamic mortgage operation!
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Understanding Your Concerns 85% drop in mortgage income Reduced asset quality Lower fee income Narrowing margins New competition (Wal-Mart Bank) Need for better sales skills Dated products & sales material assessment
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Elements of our mortgage assessment & analysis: Lender Sourcing Product/program Selection Operations IT/Software Consulting Title Services
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Lender Sourcing We work with only highly-respected Lending sources Responsive Investors who understand and respect community bankers needs Highly competitive fee structures
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Operations We focus on efficiency- minimizing time demands on bank staff We focus on creating a sustainable, profitable Mortgage Model We ensure compliance
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IT and Software We recommend only proven systems with an eye for minimizing costs We recommend only proven systems that maximize simplicity and customer responsiveness
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Title Services Providing Services to assist all of your Bank and Mortgage Title needs Special emphasis on: Responsiveness Reliability Accuracy Competitive Fees
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The next phase: Staffing & Training Recruiting Sales & Management training Mortgage training: Sales and operations Taking Quality Loan applications Loan Processing Management and P & L training
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Products & Services Enhanced consumer offers Restructured Mortgage operations & services Stronger Mortgage sales & Bank cross-selling renewal
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Ads Web site enhancements
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Ongoing Assistance Mortgage: Recruiting Sales & Management personnel Lender Product & program selection Marketing Title Services Counsel on profitability & productivity
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Increased profitability through… The right staffing levels - outsourcing Recruiting the best personnel Improved operations and efficiency Budgeting & strategic planning Greater market share through… Branding Increasing Sales effectiveness Better marketing Higher customer retention Results
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Signage
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direct mail Materials to launch mortgage services
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Individualized Brochures for Lending Officers
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Our Pledge Easier management of your mortgage operations Minimize costs/Maximize Revenue Greater resilience in a down market Faster response to a growing market Stronger Growth & Competitive position our pledge
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