Each week, I receive countless emails from loan officers dissatisfied with their small commission checks, looking for something better within the industry. They’ve learned the mortgage business inside and out, and have made the necessary sacrifices to put their career on firm standing. Not satisfied with the measly yield spreads and basis points […]

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It has to be discussed. It’s never any fun, but the bottom line is that it is reality. In a perfect world we could skip this topic completely and move on to discussing new and exciting marketing campaigns and tools. But since we all live in the real world, here we are. I intend for […]

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One of the questions I like to ask my new students is “Who is your primary target?” Many times this question is followed by a moment of awkward silence as the loan officer wonders if this is a trick question. It pains me to say this, but I must confess that an alarming number of […]

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One of the best ways to meet new Realtors is to cold call open houses. This can be tricky though as you are infringing on their own sales efforts. Here’s some strategery for working it.
First, be VERY observant of their time. If there are people viewing the house, hold back, or return a little later. […]

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So, you just completed a deal on time, and without issues. No better time to ask for a referral. But what if your client has nobody in mind to recommend to you? I ask for the next best thing, a referral letter. Only, I don’t ask them to write one, I offer to write it […]

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If you have been following along in my posts about selling to Realtors, we are at the point were we have actually made a sale! Now that you have one Realtor on your side, the next step is build a long term relationship with them, and others in their office. The first step toward building […]

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This is part of my series on selling to Real Estate Agents. I’ll assume you’ve already viewed my posts on Setting Appointments, Benefit Fulfillment Sales Techniques, Profiling Real Estate Agents, and The Decision Pendulum. All are available in my Training Center. We are almost ready to close the deal, but now we need to overcome […]

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Today I’m going to assume you’ve read my other training articles. I will assume you now know how to set an appointment, sell benefits instead of features, and can identify you prospective clients personality. Now we will focus on how to identify their buying signals.
During the course of any sales presentation, your client’s attitude towards […]

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Remember the first time you called on a Realtor? It probably went something like this;“Mr Realtor, my company offers Option ARMS, No-Doc’s and Alt-A programs. Wouldn’t you like to work with us?”
“No thanks”Of course they are going to say no, you’re selling features, a common mistake made by Loan Originators when calling on Realtors. Features […]

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See the Mortgage Training Center for additional articles like this one.
Mortgage Brokers have many options today in acquiring new business. Internet leads, web sites, referral programs and networking functions are all paths to success. However, the 600 pound gorilla in the mortgage game is still the age old process of forging a relationship with […]

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