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The Secret to Sales
Successful business people remember that customers are the essence of their job -- not an interruption, according to a recent Kiplinger audio conference.

Best Mortgage Lenders
Final mortgage approvals that take longer than one week are likely to create an unhappy mortgage prospect, according to a new study which cited several sources of borrower dissatisfaction. The importance of interest rates, office location and the Internet was also analyzed.

Originator Survival Guide
It will take innovation and adaptation for mortgage loan originators to survive today's market conditions, according to a book written by two mortgage industry veterans.

Virtual Sales Coach
While it may not be economically feasible for mortgage originators to hire a personal sales coach, it is possible to hire a virtual sales coach.

Presentation Makes the Sale
Successful sales professionals believe they can be top producers, are experts in listening and possess excellent presentation skills, according to a sales book written by a Certified Speaking Professional.

Successful Originators Invest Up Front
Starting a job as a mortgage originator requires an upfront investment of time, training and money.

How to Be a Top Sales Rep
The most important characteristic in sales is enthusiasm, according to a book reviewed by MortgageDaily.com which was written by a veteran salesman and author who spent time originating residential loans.

How to Successfully Sell
Focused goals and a drive to continually improve are two of the most important qualities of a successful salesperson, according to the latest sales book reviewed by MortgageDaily.com.

Biggest Chase Originator
You may not need a Ph.D. to originate mortgage loans, but it helps.
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Guide to Sales Success
Doubling sales volume this year is just one of hundreds of practical tips outlined in a new sales book.

The Art of Persuasion
Certain steps taken by people in sales can help improve their ability to be persuasive, according to one sales book.
Originator Draws on Coaching Skills
A San Francisco mortgage originator has used her career in gymnastics to prepare her for success in real estate finance.

photo of Christiane Cloutier
In-House Isn't Always Better
While there are many benefits for an originator to house inside a Realtor's or builder's office, constant scrutiny and higher accountability are not among them. So salespeople in this opportunistic position need to approach origination a little differently.
Extraordinary Broker Marketing
A subprime mortgage broker recently won an award for his direct marketing.
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Sales, Step By Step
There are eight steps to successful selling, according to one book author who says he has spent more than two decades as a sales trainer, consultant and entrepreneur.

Improved Lead Conversions
A provider of purchase-money leads has implemented a new system that it says will help its customers do a better job of converting the leads into fundings.

Close the Sale
The secret to closing more sales with minimal effort begins with doing a superior job on the front end of the process.

Maintaining Production As Industry Declines
Faced with fewer borrowers who need financing, some loan originators have figured out how to keep making a living in the mortgage business.

1 of 4 Will Get You More
There are four areas of major importance for all prospective customers, and salespeople who can isolate the single most-important area will be able to gain their trust and increase sales.

Time Management Key to Success
Effective time management begins with a thorough understanding of what one wants to achieve, a written mission statement and proper planning techniques, according to one time management book.

Best Service
There are no shortage of complaints about mortgage companies at the Better Business Bureau. But one Washington-based lender and broker was commended by the agency for its lack of complaints.

Lose the Ego in Sales
Achieving high levels of success in selling requires the ability to put aside one's ego while politely ignoring the word "no" and preparing for the worst in a positive way, according to one sales book that offers 15 unique sales strategies.

Quickly Reach 6 Figures Originating
A mortgage industry veteran has written a training and reference manual for loan originators designed to help them skip the rigors of on-the-job-training and begin making money right away.

5 Sales Secrets
Succeeding in sales takes a certain amount of resiliency, enthusiasm and conviction. A successful salesperson will learn to accept rejection as a temporary setback rather than develop call reluctance; maintain a constant level of enthusiasm despite outside distraction; and remain determined to meet personal and professional goals.

Enjoy the Job, Sell More
Finding pleasure in selling is one key to mastering the sales process, according to one sales book. Of the many ways to accomplish this, the book says, making the realization that "selling makes the world go round" is step one. Step two is to act like the successful salesperson one hopes to become until it becomes reality.

How to Improve Internet Lead Conversions
Internet leads require a warm-up period before conversion rates improve, according to a mortgage industry sales and marketing consultant who says lenders should do some "incubation," including phone and email campaigns.

Key to One Ohio Mortgage Banker's Success
Bridal shows and home improvement shows are just some of the places one Cincinnati-based mortgage banker drums up leads for its originators. But before they start on the leads, salespeople, who are recruited from a local university, must first endure a 3-month boot camp.
photo of ColdStream founders
Successful Sales Profile
A Chicago grandmother outsells all of the other salespeople at the car dealership she works for. Her approach, which earns her birthday cards and gifts after the sale from her customers, appears rooted in building trust.

Selling to Women
Women can be deeply loyal customers but respond differently than men to various sales and marketing techniques. One book on the subject identifies these differences and discusses how to address them.

How to Be Part of 20% Doing 80% of Sales
Recognizing the right attributes, developing the right style and formulating the right plan are among the many sales success ideas discussed in one book -- which emphasizes that each salesperson should focus on his or her unique strengths.

Big Texas Producer
The biggest mortgage banking producer in Texas, who does business in a not-so-big town, says new construction and homebuilder loans have each played a lead role in her success.

biggest Texas mortgage banker
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