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Mortgage Loan Originator (MLO)

Curriculum

18 Sections
113 Lessons
7 Weeks

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Module 1: Foundations of the Loan Officer Role
Overview of what loan officers do, how their days look, and what the job truly demands.
3
Module 2: Encompass Training Essentials
Hands-on training with Form 1003, credit, co-borrowers, debts, and property details.
8
Module 3: Employment Income Analysis
How to review and calculate income for W-2, 1099/self-employed, and corporate clients, plus handling job gaps.
4
Module 4: Credit Pulling & Scoring Fundamentals
When to pull credit, how liabilities and collections affect borrowers, and how to handle bankruptcies.
5
Module 5: Income Calculation Deep Dive
Practical math for W2, 1099, rental income, bank statements, and more.
7
Module 6: Loan Approval Metrics
Master DTI ratios, LTV, reserves, automated underwriting (DU/LP), and manual approvals.
11
Module 7: Explaining Loan Options
How to clearly explain FHA vs Conventional vs VA loans, rates, and approvals.
5
Module 8: Pre-Qualification Coaching
Motivate and guide leads - even those who don’t qualify yet.
4
Module 9: Closing Conversations
Turn pre-approvals into borrowers, build realtor partnerships, and confidently close.
3
Module 10: Pipeline Management
Organize files, emails, and follow-ups to streamline your business.
7
Module 11: Post-Contract Follow-Up
Scripts and strategies: congratulations, loan estimate walk-through, and objection handling.
8
Module 12: Post-Close Client Management
How to ask for referrals, stay top of mind, and set up for refinances.
2
- 12.1
  Lesson 1: Calling the borrower to congratulate & ask for referrals
  20 Minutes
- 12.2
  Lesson 2: Setting up reminders to follow up with borrower in 6 months to see if they can refinance
  20 Minutes
Module 13: Business Ethics & Credibility
Building trust, preventing fraud, and maintaining a professional reputation.
3
Module 14: Becoming a Market Leader
Stand out by partnering with agents, staying available, and building your name.
10
Module 15: Loan Products Mastery
From FHA, VA, Conventional, DSCR, and DPA to short-term rentals and bank statement loans.
9
Module 16: Prospect Sales Strategy
Scripts, objection handling, referral strategies, and pitching clients online or in person.
12
Module 17: Realtor Partnership Techniques
Present yourself, pitch effectively, and earn referrals from real estate agents.
2
- 17.1
  Lesson 1: How to pitch yourself to realtors
  30 Minutes
- 17.2
  Lesson 2: How to convince a listing agent to select your offer over other offers?
  25 Minutes
Module 18: Mindset Mastery
Resilience, consistency, money mindset, and high-performance habits that fuel long-term success.
10

Lesson 3: What does the day to day of a loan officer look like?

The daily routine of a loan officer involves a mix of client interaction and administrative duties. Loan officers spend a significant portion of their day meeting with potential borrowers to discuss their needs and financial situations. They gather necessary documentation, analyze financial data, and assess the creditworthiness of applicants. Additionally, loan officers must stay updated on the latest financial products and lending laws, often attending training sessions or webinars. They also work closely with underwriters and real estate agents to ensure a smooth loan process for clients.

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Lesson 2: What is required to be a loan officer?

Lesson 1: What is the 1003 form?

We provide mentorship, detailed training, and easy-to-follow coaching in real estate, mortgage, and life insurance. Launch a high-income, secure career in weeks - not years - with our proven systems and guidance every step of the way.

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