home subscribe advertise reprints e-mail help RSS about us LOG IN

Mortgage News

 

Mortgage News

HOT Topics

production

servicing

compliance

legal

fraud

secondary

jobs

appraisal

site map

www.loan-academy.com/
twitter linkedin
facebook google+
Search:

Mortgage News

News by Subject
Complete list of specialty news sections.

Purchase Subscription
Subscribe to MortgageDaily.com and get immediate access to all news, statistics and archives.

Mortgage Advertising
Reach mortgage executives, loan originators and other people tied to mortgage industry.

Consumer Mortgage News
Free mortgage news for prospective borrowers.

Mortgage Newsletter
Free e-mail newsletter with the latest headlines from MortgageDaily.com.

Mortgage News Reprints
Put entire MortgageDaily.com stories in your online or printed newsletter or publication.

Mortgage Feedget RSS code
Condensed MortgageDaily.com stories free on your Web site or for your RSS reader.

News Archives
Archive of MortgageDaily.com stories by month going back to 1999.

Press Releases
Reports and announcements from MortgageDaily.com.

Mortgage Statistics
Data and statistics for real estate finance.

Mortgage Directories
Directories of lenders, branch operators and mortgage service providers.

Mortgage Graphs
Directories of lenders, branch operators and mortgage service providers.

Mortgage Industry Books
Read about books reviewed by MortgageDaily.com reporters. Book subjects include mortgage banking, loan originating and selling.



Borrower is King

Book review: The Dreammaker's Manual for Mortgage Lending

March 27, 2007

By PAULA PARISOT


photo of Paula Parisot
Paula Parisot

Finding success in the mortgage business takes a down-to-earth approach and the mind set to see each client as a referral source, according to a new mortgage marketing and sales book.

The Dreammaker's Manual For Mortgage Lending! -- An Instruction Manual for Making a Great Living in the Mortgage Business takes a personal look at what appears to have worked for its author Wes Cordeau.

For those contemplating a career in the mortgage industry, Cordeau, the owner of a mortgage company in Houston for almost 14 years makes a compelling case that anyone can make a fantastic living just by following the advice given in his book.

The 170-page paperback book is loaded with marketing ideas, some refreshing and others that are a bit overboard; filling candy jars weekly at the realty offices, taking donuts every other morning and handing out long-stemmed roses to the receptionists, for example.

The book is peppered with anecdotes and problem-solving situations depicting his humble demeanor with a focus on customer-service that is never ending; from playing his client's favorite music when they come in, to offering flowers and chocolates as a truce to the manager of a realty office whom he offended.

Other marketing ideas to use with Realtors include caravanning the agents on a tour of listings, sponsoring an Open House and handing out Payday candy bars after a closing.

His main focus appears to be that people come first and the customer is king.

"It is our job to smooth out the wrinkles and ruffled feathers of all the players," Cordeau wrote. "Each borrower must be made to feel that they are the only transaction you have in process right now."

Cordeau gives an overview of the basics in great detail; of how to qualify the applicant, take a loan application and complete necessary documentation. He uses various real-life scenarios to explain how to deal with a variety of applicants and financial complexities, as well as, advice on working with wholesale lenders.

review and buy book

With regards to his company's achievements, Cordeau said he has had great success using the "By Referral Only" process, having implemented many of the marketing techniques and strategies adopted from the group he has built a referral business.

He also places great emphasis on using compassion, patience and common sense when it comes to dealing with his applicants.

"Think of the application process this way," he said. "How would you want your elderly grandmother treated? Then treat each person the same way!"


Paula Parisot is a MortgageDaily.com feature reporter and a blogger at CloserBlog.com who has also worked in the mortgage industry.

e-mail Paula at: [email protected]


Stories For Salespeople
Loan originator and broker news and stories. Advice about improving mortgage loan originations. Insights to and profiles of mega-producers.
sales stories | sales books | originator newsletter





SUBSCRIBERS: Edit Subscription | Subscription Help | or call 214.521.1300

Subscribe Contact Us Site Map

Copyright © 2017 Mortgage Daily, D a l l a s
Subsribers Only:

AMC directory

ARM indexes

mortgage company directory

mortgage regulations

net branch directory

p r i c i n g engine directory

wholesale lender directory

More Mortgage News Resources (full site map):

advertising news

appraisal news

bank news

biggest lenders

commercial mortgage news

corporate mortgage news

credit news

FHA news

financial regulation news

foreclosure news

GSE news

jumbo mortgage news

interest rates

loan modification news

loan originator survey

LOS Newsletter

MBS

mortgage associations

mortgage-backed securities

mortgage books

mortgage brokers

mortgage compliance

mortgage conferences

mortgage directories

mortgage education

mortgage employment

mortgage employment index

mortgage executives

mortgage fraud

mortgage fraud blog

mortgage fraud local news

Mortgage Fraud Index

Mortgage Graveyard

mortgage insurance news

mortgage lawsuits

mortgage leads

mortgage lender ranking

mortgage licenses

mortgage litigation

Mortgage Litigation Index

Mortgage Market Index

mortgage mergers

mortgage news

mortgage politics

mortgage press releases

mortgage production

mortgage public relations

mortgage rates

mortgage servicing

mortgage statistics

mortgage technology

mortgage video

mortgage Webinars

net branch

net branch directory

nonprime news

origination news

originator tools

real estate news

refinance news

reverse mortgage news

secondary marketing

social media

servicing news

subprime news

wholesale lenders