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Broker Bags Business By Cutting Out Realtors
A Houston mortgage broker has launched a campaign to attract customers by offering free real estate services.

Mortgage Co. Prepares to Thrive as Industry Slows
When the mortgage industry heads for a lull, one successful entrepreneur sees it as an opportunity to fine tune his sales teams, add innovative technology, and create an increasing presence while most competitors might sink back to a mere existence.
read mortgage industry news article

Killer Sales Presentations
A recent seminar in Troy, Mich., provided attendees with some solid suggestions for shaping up sales.
read mortgage industry news article

Simple Steps for Sales Success
Traditionally our goals include achievement of production and monetary goals. And these are important. But more important is addressing the activities that will help you achieve your production success. All goals are achieved one step at a time. You must start with the activities that will help you to achieve your monetary goals.
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Success In Mortgage Lending
Dallas -- Three panelists from different sectors of the mortgage industry each talked about how they think success can be achieved in the mortgage business.
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Maximizing Mortgage Marketing
Maximum synergy is the process of getting the most done out of the least amount of work. And there are many ways of applying this process that can help increase sales volume with minimal effort, according to one sales book.
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A Woman's Prerogative
Marketing to women today is altogether different than yesterday. It's time to adjust the promotional efforts and the mind set of salespeople to fit the psychological schematic of today's contemporary woman, according to one marketing book that says women are responsible for 85 percent of all consumer-buying decisions.
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Sales Focus
Mapping the path to professional success are many different roads and obstacles to overcome. Those pitfalls and hurdles, one sales book says, can include resisting change, procrastinating, and allowing too much distraction into the work place.
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Using Closings to Improve Originations
In no place within mortgage originations sales do I find Woody Allen's adage, '90% of life is just showing up' -- more relevant than visits to the settlement table (or signing table, if you are in the western part of the country).
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Developing Realtor Leads
Mortgage originators can take some very specific steps to develop leads from real estate agents, according to a set of workbooks on the subject.
read mortgage industry news article

Closing Ratio By Lead Company
A lead provider is claiming a recent survey indicated about 20% of the leads its sells close within a year. But an earlier version of the survey done for a competitor by the same research firm showed a much higher closing ratio.
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Treat Sales Job as Business
There is a mindset one can acquire to be successful in sales, according to a new sales book that says it can help sales people develop the personal skills and behaviors that are necessary to be a superior salesperson.
read mortgage industry news article

Let Customer Sell for You
What an employer values most in its salespeople is the ability to generate loyal, engaged customers, according to one book on the subject.
read mortgage industry news article

Capitalize on Sales Strengths
Opening the door to assured sales success takes a thorough understanding of one's personal sales strengths and talents followed by the ability to choose the sales field that is the perfect fit, according to one sales book.
read mortgage industry news article

Selling More by Gaining Trust
Salespeople don't need an Ivy League education to be successful. But recent research from one Ivy League university, which discusses how, when and why emotions play a major role in the sales process, may help.
read mortgage industry news article

Disciplined Sales
"Obsession without discipline results in chaos," according to the author of one sales book, who explains great salespeople are often obsessive about what they do and disciplined in developing and maintaining a daily routine of prospecting, following through and planning.
read mortgage industry news article

Strategic Sales
Once a relationship has been established with a prospect, observations by the salesperson should affect how the sales process is moved to a close.
read mortgage industry news article

Lead Services Help Develop Realtor Relationships
A mortgage lead generation company is looking to help loan originators develop more and better Realtor relationships.
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Originating A-Z
A loan originator turned author stresses the importance of customer service and advises loan officers to maintain regular contact with their clients in his new originator training e-book.
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Simple Steps Strengthen Sales
Certain sales strategies can be used to improve the odds of developing a thriving sales career, according to one sales book, including redefining what it means to be a "salesperson.
read mortgage industry news article

Lay the Groundwork, Then Ask for Sale
Asking for the business is an important part of the sales process. But before a salesperson can ask, some groundwork must be laid.
read mortgage industry news article

Sell More by Composing Compelling Questions
Awareness of "buying signals" may be key in developing a successful sales career, according to one sales training book. These signals often appear in the form of questions, signaling a customer's interest in what is being offered, the book explained.
read mortgage industry news article

Managing Personal Sales
Knowing how to sell is an important aspect to sales. But modifying sales activities based on prior results can be more important, according to the book, The One Minute Manager.
read mortgage industry news article

Top Originators Should Earn More Per Deal
A commission reduction is one of the fastest ways to decrease your net take home pay in a commission sales job. In fact, when I coach clients -- we quick start with the eradication of discounts negotiated.
read mortgage industry news article

More Sales Through Clarity
"Clarity" and "brevity" are just two of the secrets that can help increase sales and lead to business success, according to a new book that lends advice from some of today's most successful and influential business leaders.
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Selling Sins
Understanding why people don't buy instead of focusing on how "to sell" might be the key to a successful sales career, according to a new e-book that includes studies of more than 14,000 sales calls, buyer interviews, and a series of 27 surveys conducted over a three-year period.
read mortgage industry news article

Sales Commandments
In sales, working smarter really means working harder at winning customer loyalty. Proper follow-up, timely turnaround and sufficient attention after the sale can lead to more future business and less upfront work.
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Originators Ignoring Profitable Niche
Lenders should focus their efforts on creating products to fulfill the needs of homeowners who purchased their residences prior to 2000 -- as it represents the "largest lending opportunity" -- a new study suggests.
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More Sales With Good Habits
Humor, honesty and early starts are among the traits of successful salespeople discussed in MortgageDaily.com's review of The 25 Sales Habits of Highly Successful Salespeople, which says successful salespeople display certain behaviors that are intrinsic to a prosperous sales career.
read mortgage industry news article

$1 Billion Originator Tells Success Secrets
Customer service, financial expertise and a prime location were among the factors that helped one Southern California mortgage broker exceed $1 billion in funded originations last year.
read mortgage industry news article

photo of Mark Cohen
How Web Sites Can Increase Business
The Internet has created many opportunities for lenders to do more for their customers while spending less. But a recent study suggests visiting prospects might be more likely to become customers with an improved online experience.
read mortgage industry news article

Habits of Successful Salespeople
Highly successful salespeople share 25 sales habits, according to a sales training expert who has outlined his ideas in a book.
read mortgage industry news article

Book Offers Sales Secrets for LOs
Loan originators can become better salespeople by first visualizing an error-free mortgage process, as stated in one popular book, then focusing on what the customer wants.
read mortgage industry news article

Is Every Customer Worth Having?
Wholesale lenders should assess the value of individual mortgage brokers, according to an industry report, because more is not always better.
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More Sales Through Extended Hours
Living in paradise, most people might spend their weekends taking advantage of beautiful beaches and lush landscapes. But a Hawaiian mortgage broker uses the weekends to grab more business.
read mortgage industry news article

Top InterFirst AE Talks About Secrets to Success
InterFirst Wholesale Lending's top producing wholesale account executive notes that his average broker funds more than $5 million monthly with him. The key to his success: Trust.
read story at MortgageDaily.com

10 Steps to Successful Mortgage Marketing
There are ten steps a mortgage loan originator can take that will reduce advertising costs, improve marketing efficiency and increase loan closings.
read story at MortgageDaily.com

Sales Priorities
Mortgage applicants can be broken down into four funnel-like categories, with all new prospects starting at the wide end and likely closings filling the narrow end, according to one sales book. Distinguishing applicants this way enables originators to easily prioritize prospects.
read story at MortgageDaily.com

Strategic Selling
Good loan originators understand their customers' needs and available mortgage programs. But the authors of one book believe success in sales is based on three premises that focus on the ability to adapt in a changing environment.
read story at MortgageDaily.com

Spouses Compete for Originations
With more married couples than one might find on the set of the Newlywed Game, a Miami, Fla.-based lender is finding that mortgages and marriages can go hand in hand.
click here to read article

More Loan Originations Through Better Listening
A critical skill needed to become a top originator is that of listening. And while originators may not be born with exceptional listening abilities, there are steps they can take to improve.
click here to read article

Mortgage Lead Frenzy
Several mortgage lead providers have inked deals that they hope will increase their supply of loan leads for originators.
click here to read article

The Fifth Element
Abandoning a sales script and addressing the specific needs of prospective borrowers is a key factor promoted by one leading sales training book.
click here to read article

What You Should Know About Buying Leads
Buying mortgage leads can be a great source of new business for brokers and originators. But beware that unscrupulous lead originators are also out there trolling for new marks.
click here to read article

Knowledge is Sales
The steps mortgage originators can take to improve sales have been used for centuries.
click here to read article

How to Make the Perfect Marketing Plan
You do not need to be enlightened with the advantages of a diversified marketing plan if you have spent the past few years feasting on refinances and now are experiencing famine while you attempt to get a grip on the purchase market.
click here to read article

Web, CD-ROM Offer Origination Training
Licensing and sales are two reasons mortgage loan originators need specialized education -- and at least two companies want to do the educating.
click here to read article

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