By velma on
Monday, May 04, 2009
Filed under:
by Mike Baker
When you evaluate the evolution of a top loan officer, there are many ways to measure progress, growth and success. Many mortgage trainers say that the number one measure in mortgage loan origination is, “How do your customers and clients view you?” I don’t agree with this statement as it is. I think that the most important measure is a loan officers ability to close a sale or influence their clients and customers enough to “want to” do business with them. You can’t influence them unless you can get them in the door!
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By velma on
Sunday, May 03, 2009
Filed under:
by Bliss Sawyer
One of the best ways to improve your reputation with Realtors is to add value "behind the scenes." Basically, this means that you go above and beyond getting the loan done. You find ways to help their business or make their job easier. It's even better if you give this type of value in ways that are not expected.
One technique you can implement is to collect testimonials from your clients for the Realtor. Hopefully, you are already asking for a recommendation as you close yet another successful loan. It really takes no more effort to ask for a sentence or two for the Realtor on the transaction. The best time to ask is immediately after (within one or two days) closing.
Asking can be done in a variety of ways. Depending on your clients and how they like to communicate, you can telephone, e-mail or send a letter (with a place to fill...
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By velma on
Sunday, May 03, 2009
Filed under:
 by Tom Ninness
What has been commonly known as “Page 5” of the loan application has matured to “Page 6” with the additional page of the 1003. When I speak to loan originators, I’ll ask, “How many have a “Page 6” for their clients to complete?” Many hands go up. “Then I ask a follow-up question, “How many of your clients complete the “Page 6” a 100% of the time?” All the hands go down.
I have named my Page 6 the “Mortgage Planning and Client Expectations Form”. Because of the information that I receive once the client completes the...
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By velma on
Saturday, May 02, 2009
Filed under:
by Bliss Sawyer
It is every originators dream to have a steady flow of Realtor-based referrals keeping their pipeline full. In this dream, you know there is competition out there, but it no longer affects your production. You are the premier lender to a core group of Realtors that were hand-picked. They insist that their buyers use your service and this flow of referrals continue month after month after month.
Easy to do? No. Unrealistic? I don't think so. Possible? YES, if you are willing to transform yourself into a "Trusted Advisor". A trusted advisor is a loan officer that learns the basics to the loan origination business and then spends the time and energy necessary to develop long-term referral relationships. In this article, I will show you how to take your knowledge and position yourself as a trusted advisor. The referrals, full pipeline and...
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By velma on
Thursday, April 30, 2009
Filed under:
 by Doug Smith
Meeting a client or prospect for lunch is a casual and effective way to build a relationship…or it can be a catastrophe and a complete waste of time. It’s all in how you “orchestrate” the event. Here are some great tips to make your next client lunch date a success.
Pick and informal restaurant where you both will be cozy and comfortable. Don’t try to over-impress! Your objective is for both you and your client to feel welcomed and relaxed, not intimidated. Arrive early, about ten minutes early. Inform the seating hostess that you are entertaining a special client and that you would appreciate an extra clean and extra quiet table with an extra good waiter. You’ll find that most are understanding and happy to help you out. Ask to be seated immediately and wait for your client at the table, not out front. This gives you a chance to make sure...
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By velma on
Monday, April 06, 2009
Filed under:
 by Terri Murphy
If there is a buzz word for today’s sales professional it begins with the letter “E”. The “E” stands for economy of time, energy, efficiency, and effectiveness to best serve today’s consumer. The ONLY way to meet and exceed the consumer’s demands for information and service in real time is to use systems and products that offer immediate response, and to capture and track leads that convert to sales and profits. Successful marketing today requires that we re-think what we have done in the past, how we have done it, and enjoy the results...
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By velma on
Sunday, May 01, 2005
Filed under:
by Douglas Smith
Housing starts have been soaring at record levels for the past few years. By most reports we have seen the largest growth of new construction in the United States… and there are no sign of it stopping in the near future. According to the National Association of Home Builders, new home sales are being built at an annualized rate of 1.3 million units! Look around your market. It’s likely you’ll see signs of home building everywhere; single family homes, condos, vacation homes, high rise luxury residences, you name it. As this trend continues to hammer along, more loan originators are looking into this avenue of business as a potential opportunity to expand their income. Here’s why:
This is not just a flash in the pan. The new construction market it hot and has stayed hot for more than five years. The average cost of a newly constructed home today, according...
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