A recent survey suggests that mortgage professionals have a low rank in terms of credibility in the market place. When marketing to consumers, credit unions need to focus on the messages they deliver to establish a higher level of trust. Why should they do business with my credit union? Why should they do business with me? In this presentation, we will examine methods on how credit unions can set themselves apart and successfully market mortgage insurance to consumers. For more info, visit: www.nafcu.org/genworth

1. Marketing To Reach Your Members
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2. A Tale of Two Brothers
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3. What You Need to Know to Succeed in
Real Estate and Mortgage Business
Environment
Yourself Government
You
Customer Company
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4. What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Yourself
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5. 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
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6. 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
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7. Self-Assessment
My Strengths My Challenges
• Strong Public Speaking Skills • Not Available 24/7
• Short Sale Expert • Slow Typist
• Excellent Negotiator • Not Into New Technology
• Strong Network • No Affinity Base
• Organized
• Establish Relationships Quickly
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8. Implement Strengths in Whatever
You Do
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9. A Tale of Two Brothers
Do What You Are Insert Your Passion Into
Passionate About What You Do
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10. Passion Alone…
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11. What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Environment
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12. Trends
Market Value
Federal Housing Finance Agency - Housing Price Index http://www.fhfa.gov
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13. Trends
Foreclosure Trends
RealtyTrac : www.realtytrac.com/trendcenter/trend.html
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14. Trends
Foreclosure Trends
RealtyTrac : www.realtytrac.com/trendcenter/trend.html
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15. Trends
Unemployment:
US Department of Labor Bureau of Labor Statistics: http://www.bls.gov/lau/
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16. 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/
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17. Trends
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18. Trends
National Association of Realtors®
www.realtor.org
Housing Statistics & Research
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19. RSS
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20. Setting up an RSS Feed
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21. Staying Informed: Monitor the Web
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22. What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Government
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23. Learn the Language
Out: In:
CDO HARP (1-2) HAFA
CDS HAMP (1-2) QM
NIM TARP HPML
NINA TALF SAFE
SISA HVCC QRM
MDIA CFPB
Speak the Native Tongue of DC
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24. Banking Regulations
How Will It Affect You?
QRM
QM
Consumer Financial Protection Bureau
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25. Understand the MI Option
Mortgage Insurance Benefits the Borrower
Approvals – Little Money Down
Competitive Monthly Payment Today
Lowest Monthly Payment Tomorrow
Tax Benefits
Homebuyer Privileges®
Homeowner Assistance for Borrowers in Trouble
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26. Understand the MI Option
*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.
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25

27. 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 Total Monthly P&I
and Monthly MI 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.
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28. What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Company
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29. Corporate Assessment
My Company’s Strengths My Company’s Challenges
• Decent Pricing • Limited Online Presence
• Great Turn Around Time • Clear to Close Takes Forever
• Excellent Processing • Tough on Appraisals
• Excellent Location • Low Capture Rate
• Strong Capital Position
Compare to Yourself
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30. What You Need to Know to Succeed in
Real Estate and Mortgage Business
You Customer
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31. Consumer Trends – Review 3/13/12
US Consumer Trends
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
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32. The Wonderful Web
www.city-data.com
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33. Know the Neighborhoods
www.MyBestSegments.com
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34. 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
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35. Contact Info
Steve Richman
‫‏‬
steve.richman@genworth.com
‫‏‬
919 870-2519
‫‏‬
Please Join Me
‫‏‬
LinkedIn: linkedin.com/in/steverichman
‫‏‬
Facebook: facebook.com/stevelrichman
‫‏‬
Learn More
‫‏‬
nafcu.org/Genworth
‫‏‬
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36. Thank You!
©2012 Genworth Financial, Inc. All rights reserved. 35

37. 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.
‫‏‬
©2012 Genworth Financial, Inc. All rights reserved. 36