1 Jonathan Klein and Experience 2008-Present Certified Divorce Planning Professional Institute Founder & President CMPS, CDPP The firm is a Certified Mortgage and Divorce Planning organization. We work exclusively with clients who are either considering or already in the process of a divorce and who are anxious about their ability to continue to pay their obligations and remain independent during and after their divorce plan and protect their CRADLE Credit, Assets, Dependents, Life and Estate so that they can exit their divorce fiscally intact, remain independent and pay their divorce professionals in full Associates Home Mortgage Corp. General Manager Mortgage Brokerage Firm Special Training & Certifications Credit Analysis Relative to Divorce: Debt Management Risk Management Debt Negotiation Asset Risk Management: Ensuring sufficient funds exist to pay legal fees Cash Reserves Evaluation Tax return Audit Looking with attention to: unlawful deductions by spouse ensuring returns have been filed Tax planning Equity analysis of marital residence and other real estate holdings Pay roll deductions to increase immediate take home pay Dependents Analysis: Tuition Planning Special Needs Analysis & Planning Insurance needs assessment Income loss prevention Estate Planning Trust planning Trustee analysis Risk analysis & prevention Education 2007 CDPPI Created and earned Certified Divorce Planning Professional Designation Focus on creating Equitable Solutions for Divorcing individuals 2005 CMPS Institute, Ann Arbor, MI Earned Certified Mortgage Planning Specialist Designation Areas of Focus: Equity Management, Taxation, Estate Planning 1986 Hofstra University, New College Long Island NY BA in Business Administration Minor in Biology Published Works Divorce Planning 101 Course Curriculum Divorce Planning 201 Course Curriculum Divorce 360.com The Top 7 Mistakes Women Make When Getting Divorced Top Producer Strategies The Art of Effective Networking Volunteer work South Palm Beach County Habitat for Humanity Delray Beach Chamber of Commerce MENTOR
2 Programs Offered Through vforms Software Jonathan Klein is an alliance partner with vforms software Makers of WorkCenter CRM and vsync software solutions for the mortgage and financial professionals. 1. Jonathan offers a 16 hour training and certification webinar series allowing clients to become a Certified Divorce Attorney Specialist. 2. Class runs a minimum of monthly 3. Class is four days long, 4 hours each day 4. Cost of the seminar is $1, At the end of the seminar series, attendees are certified by Jonathan Klein 6. Special Jonathan Klein WorkCenter CRM add-on library forms and action plans are also available. 7. These add-on library and action plans cover two major areas: a. Divorce Attorney 64 letters with 10 action plans $ b. CPA and Financial Planning 24 letters and 2 action plans $ Seminars and library and action plans are available by contacting vforms directly toll free View of Library Form Headings displaying Divorce Attorney & CPA/Financial Planning Letters:
3 Display showing all 12 Action Plans inside WorkCenter that are available as an add-on: Display of the steps for the Divorce Attorney Campaign Action Plan: Each Action plan and library comes automatically setup and ready for use with your WorkCenter CRM For More Information About Siging Up for the Seminars and Acquiring the Libraries and Action Plans: Call vformstoll
4 Tips on Using the WorkCenter CRM Jonathan Klein Library Documents and Action Plans We at vforms wish to congratulate you on acquiring the WorkCenter CRM Jonathan Klein Library Documents and Action Plans. The documents and action plans and taking Jonathan s divorce plan certification course places you among the elite in mortgage and financial planners in the country. Your customized Jonathan Klein library documents and action plans are already created and ready for use with your WorkCenter CRM software. The library documents have 9 major groups and over 90 customized documents with mail merge fields added to automatically populate with data from inside your WorkCenter CRM software. You will see your Jonathan Klein library documents under the heading JK Library tab after it is loaded by a vforms client service representative following your purchase. Please note in the screen view below the library main groups:
5 Your copy of the WorkCenter CRM Jonathan Klein purchase also contains 10 customized Action Plans. These action plans will be found under the Action Plan tab and the Management Tab, again when loaded by a vforms representative after purchase. Pre-programmed Library Documents: The 90+ letters and s have the appropriate mail merge fields added to the documents, expediting your use of the library. In the next section of this user guide, we will give you additional suggestions on adding graphics to these and letter documents. Each of the letters inside WorkCenter CRM is programmed to use a company logo graphic file of the following dimensions: Width 300 by Height 81 pixels. This makes the logo approximately 3 wide by 1 high. When you decide the logo graphic size for your library forms, we suggest you resize your letters using the edit mode and selecting the File and Page Setup option inside WorkCenter to attain the professional standard when printing these documents. As you have already learned in the Jonathan Klein Certified Divorce Planning Seminar, Jonathan suggests you create print documents using your company logo and not print to stationary. (Standard Logo sizing displayed below) Suggested steps in using your WorkCenter CRM Jonathan Klein add-on library and action plans: #1: Sign and fax back the copy of your purchase agreement to vforms at our fax number of and then call client services at vforms, the Makers of WorkCenter CRM, on our national support line of to schedule an appointment to get your Jonathan Klein Library forms and Action Plans installed. One of our national client service representatives will tie into your computer and assist you in the installation of this add-on library package.
6 #2: You will need to have your Company logo available or have one created for your use. We recommend a jpg (jay peg) or a gif file format for this purpose. You will need to make sure the physical size of the graphic file meets your needs and the file byte size should not exceed 75kb. If your graphic file is the approximate size as described above, the next step is to add this graphic file to your default settings inside WorkCenter CRM. #3: Inside WorkCenter CRM, click on Tools, Setup Options and then Custom Fields. Click the tab named Images. You will now see that there are 13 fields that can be used to add graphic files. Once a graphic file has been added to one of these lines, you have the ability to use the mail merge field associated with this image line to add to library documents. The Jonathan Klein documents have been personalized with this one mail merge field for each form. The one we have already added to each WorkCenter CRM Jonathan Klein document is Image 1. When you attach your graphic file to this Image 1 field, it will automatically populate to each document in this library. #4: Attaching the graphic file to Image 1 field is easy. Simply click into the Image 1 line and you will see a window appears. Toggle to the location where your graphic file is located and select the file. If you can see the image of the file in the right side of the window, you have an acceptable format for use. #5: Once you have selected and programmed your graphic logo file into WorkCenter, you should test the look and printing of a letter to ensure the graphic is the correct size and quality when printed. To accomplish this, open WorkCenter and select a letter inside your Jonathan Klein library and double click on the selected library form. The document will open. Print this to a color printer if available to test the professional look of the completed document. If the graphic file is too large or small, resize the graphic file and test again until it meets your approval.
7 #6: The last step will be to review your paragraph sizing in your documents. Based on the size of the logo graphic you use, it may alter the spacing in the letters. You can view the document spacing by double clicking on the document and view the spacing of the documents in the screen left view (see screen view above). If the spacing needs adjustment, close the document and edited the document. To do this right click on the document name and select Edit Item. Make your adjustment, save the form, and test it again following the instructions above. #7: Last Step: Click on the Action Plan tab and double click on the first Jonathan Klein action plan. The plan will open displaying the steps programmed for this action plan. Left click into the first step of the action plan that contains a letter or . As the screen view below shows, you will see a drop down arrow displayed. We suggest you click on the drop down arrow to make sure the appropriate document has been linked to this plan. If the document is linked, you will notice the library item highlighted (see next screen view).
8 If you can see the letter has been attached, click out of the drop down and proceed through all the action plan steps that contain s and letters. If the drop down for some reason has lost the link to the appropriate document, scroll down until you find the needed form and select it. #8: If you experience any issues, please contact our national client service line at Leave your name, best number to reach you, and a message indicating your client service question. This is a call back center and you will be placed into the queue. We strive to return all technical issue calls within a maximum time of 2 hours. Again, thank you for selecting WorkCenter CRM from vforms.com and the Jonathan Klein package. National Sales: vforms/workcenter CRM: National Client Services call back center:
9 Interview with In Touch Today Jonathan Klein, CMPS, CDPP, Associates Home Mortgage, Boca Raton, FL 2006 origination volume: $40 million 2006 average loan amount: $330,000 Software: Work Center (for CRM) and Mortgage Coach Referral Source Mix: 100% attorneys, mental health professionals and past clients who have gone through the divorce planning process. In Touch Today: How did you get started in the mortgage business? Jonathan Klein: 11 years ago I was in corporate relocation. I helped corporate executives throughout the country find temporary housing. It required a lot of travel, and I was a single father at the time. A friend of mine was in the mortgage wholesale business back in the late 90 s and introduced me to it. Like many people entering the business, it was sink or swim and I sank for a long time. Unfortunately you have to teach yourself a lot of the business. In Touch Today: So you weren t an immediate success? Jonathan: I was an utter failure. A lot of it was my own fault. I'd been in sales for many years and I felt like I could transfer that to the mortgage business without talking to any veteran mortgage professionals or getting any advice. I tried a lot of things in the beginning that were destined to be less than successful. You know the coin operated newspaper dispensing boxes? I would take my son out on a Sunday morning, go to the newspaper box, open it up, put a brick on the door to hold it open, and stuff the newspapers with my flyers. It took time to do that, and that kind of approach just doesn't work. To be successful, you have to become a professional. You have to know more than just what the current rates are. In Touch Today: What mistakes do you think rookie loan officers typically make? Jonathan: They jump right in without finding their niche. Find something you do well, and make it into your niche. Specializing doesn t mean giving up all other business it just means being the best at the niche you ve chosen to exploit. For example, my father and brother are both doctors. My father is a cardiologist while my brother is an orthopedic surgeon. If I asked them for advice on anything other than their particular specialty, they would say to me, what the hell do you want me to tell you? I don't know anything about that! Much as medicine and the legal fields have become specialized, so have successful mortgage professionals. Are you going to go to a general practitioner if you're having chest pains? No. You're going to go a cardiologist. So become a specialist. Whether it takes self-training or professional education, invest the time. My specialty is divorce planning and it is uncontested market space. I don t have to waste time answering fruitless calls every day about rates. The people who call me have specific needs which I m specially qualified to meet. I don t worry about other business I may be giving up which doesn t fall into my niche. I know that by spending that time on becoming a specialist, and networking in my specialty, I ll make any lost revenue back and then some. In Touch Today: What mistakes do you think veteran loan officers typically make? Jonathan: They don t manage their database. Your past client database alone is worth hundreds of thousands of dollars. One lesson I learned early on in sales was if you stayed in contact with everybody that you ever met, from early childhood to adulthood, you'd never have to make a cold sale. It's that simple. But because we're such a mobile society, we lose contact with our high school and college friends and the people from our hometown. In Touch Today: What do you think differentiates you from the average mortgage professional? Jonathan: I m in a completely different marketplace. While your typical mortgage professional may go after Realtors, financial planners or tax advisors, there's no one targeting mental health professionals and attorneys. Can you imagine someone a decade ago saying, "I'm going to go target mental health professionals for home loans"? You would have thought they were crazy! Divorce affects all aspects of obtaining home financing - where you live, your income, your assets, your liabilities, your cost of living, and so on and so forth. My consultations with clients are part of their divorce process. Clients are referred to me by attorneys or mental health professionals and I charge a retainer for that consultation.
10 In Touch Today: If you had a son or a daughter entering this business, what advice would you give them? Jonathan: I have a 14-year-old son and an 11-year old daughter, and we actually talk about this a lot. The first thing I advise them to do is to stay in touch with the people they know. We talk constantly about adding value to their friends (basically their niche). After college, at 22 years old, I sold life insurance. I couldn t go up to a 50-year-old guy and say, By the way. You're going to die. That doesn't work. But my father was a doctor, and he had a lot of young residents and interns working for him. So I went to his hospital and introduced myself to these young guys. I sold them disability insurance to protect them in the event that they became disabled after spending all their time and money on medical school. This was their pain or their hook. When you sell to anyone, you have to find the hook and structure your pitch to it. Find out what they need or want first and foremost. Otherwise you won't get their attention. For example, when I deal with divorce attorneys I describe my service by using my trademarked acronym CRADLE. This stands for Credit, Resolve, Asset, Dependent, Life and Estate. It is the basis of my Divorce Plans for their client. But quite frankly, the attorney really only cares about how he or she is going to get paid. So I make sure they understand that by utilizing my consultation services, I can make sure they will get paid. How do I do this? For example, by telling their clients to take out an equity loan on their house when they decided they want to be divorced. Too many clients run out of money in the process of getting divorced and the attorneys don t get paid. This proposition is understandably attractive to the attorneys I m in contact with. In Touch Today: What has been your most successful marketing campaign? Jonathan: Our campaigns would be impossible if were not for our Workcenter CRM, created by the makers of vforms. When you re sending out 75 letters a week and making that many follow up phone calls you must have an application that is automated with your campaigns loaded. All you have to do is push a button and go. A new letter goes out about every 15 days. We see a quicker rate of success with the mental health professionals. It doesn t take them as long to see the benefits as it does for the attorneys. This could be in part because we re able to appeal to them with an artistic and passionately worded piece. The attorneys are not as easily impressed. So our cover letters are tailored to each industry and spell out quite clearly their pain, or hook, in order to get their attention. We use Mortgage Coach to generate the first piece that is mailed to attorneys and therapists. We know who we're mailing to. We know that they're our target audience. We know that they're professionals in family law or family matters such as therapists and mental health professionals. We also make sure we are constantly filling our funnel with new potential referral prospects. And we find them all on the Internet. I don't buy a single source. When I need more leads, I go on the Internet and I just Google an industry. I also get referrals from other attorneys or therapists I m working with. In Touch Today: Who or what has been the biggest contributor to your success? Jonathan: My father has been a huge supporter. Believe it or not, my ex-wife, who still works for me, has been a tremendous supporter as well. Randy Riffe, who created Work Center, has helped me tremendously in getting where I am today. In terms of professional support, I think that listening to people like Barry Habib, Jim McMahon and Dave Savage are invaluable. In Touch Today: If you had a magic wand, what would you change about your current business? Jonathan: I would make divorce less acrimonious. Divorce planning is about benefiting the client and making the best of a bad situation. In Touch Today: What are your current goals? Jonathan: My goal is to continue expanding my divorce planning expertise. I want to bring divorce planning into the mainstream for our industry, and to make it an actual certification. In Touch Today: Is there anything else you'd like to say to other professionals who aspire to the kind of success that you've created? Jonathan: Always remember that practice makes perfect. If you have a passion for what you do, practicing your craft will be a joy. Become an expert in your niche. If you're not going to do that, then it's not worth doing at all. Learn to sell by asking better questions then making the answers easy to understand. Be prepared for every meeting. Even if it's just lunch with a contact, or even a friend,
11 be prepared. Write down questions that you want to ask. Preparation it's your roadmap. If you don't prepare, you'll never know where you got lost.