Yes, that’s right. I said LISTING Agent in the title! For years the mantra for most originators has been to seek out Realtors who work primarily with buyers. The reasoning behind this is obvious. Buyers need mortgages and are looking to purchase a home – easy! As the market…
I was in the car this afternoon listening to a local talk show on WSB 750 AM . The talk show host took a call from a gentleman with some questions pertaining to his mortgage. Subject Property: Home on 15 Acres. Bought in the early 80’s. Rural. Loan Info: …
Photo Source: Flickr (Lucky Penny Cakes) Before I became a Mortgage CRM guy, I was just another borrower. I remember distinctly a conversation I had with the loan officer I was using to finance a home in 2002. Like many consumers, I’d been screwed in the past by an…
Want to Close Loans Quicker? In the new world of mortgage disclosures, HVCC and ridiculously overzealous underwriters, timeframes to close a loan have grown. It is not uncommon to have a closing take 30 plus days. But in the midst of all this, we have found some ways to…
Image by Kim / Apps via Flickr What do 90% of your daily sales calls turn into? Voicemails. However, if I were to peek into your sales training routine I am guessing I would see a lot of weight being placed on perfecting conversations with customers face-to-face or on…
When the godfather of Permission Marketing speaks on lifetime value , there’s only one thing for an aspiring mortgage CRM blogger to do: let the master do the talking. Embracing Lifetime Value If you walk into a company-owned cell phone store to sign up for a contract, what are…
I was surfing a message board that I frequent with high perfoming loan officers. One of them has an opportunity to present to a group of Realtors next week and he was told that he has a whole 3 minutes to do a presentation. Hmmm, 3 minutes. The post…
Image via Wikipedia More and more our debt settlement and mortgage sales are dependent upon our performance on the telephone. That means that your voice and tone are critical to closing the deal. Is it helping or hurting you? Let’s run through a simple checklist. Tone Let’s start with…
Everyone reading this article is in sales, right? So basically, we’re all vendors. So far this week, I’ve had two experiences I’d like to share – one positive and one negative. The Positive Experience This afternoon, I got a phone call from a client/friend. In his travels, he ran…
Do you ever wonder why some originators do really, really well with a system or strategy and you struggle with the same stuff? Which system, strategy, or program is right for you? How do you choose? What will really make you successful? Listen to today’s Originators Guide podcast to…