Over the past several weeks I have spoken to more than a hundred loan officers about the important role that financial literacy plays in effective mortgage sales. Typically, the conversation arises in the context of benefit selling. I strongly believe that you must be able to position the loan
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02/20/2007
Everyone knows you can’t generate business without constant access to potential borrowers who are ready, willing and able to close (within a reasonable time frame). Hence the insatiable appetite the industry has for fresh qualified leads. Look at the recent explosion in the number of lead provide
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02/17/2007
I recently finished reading “Good to Great” by Jim Collins. In his book he talks about the Hedgehog Concept which is the process of identifying a single organizing idea, a basic principle or concept that unifies and guides everything you do. In your business you must define your own hedgehog conc
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02/16/2007
Fear holds us back from reaching our potential and living an exciting life. We have dreams and goals, but we won't take steps toward them because of a variety of fears - the fear that we might fail, the fear that someone may criticize us, the fear of the unknown, or even the fear that we might su
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02/14/2007
The best compliment you can give to a mortgage professional is a referral. However; what steps need to be taken in order to achieve this feat. First off you must ask. If you don’t ask you won’t get. At Astonish Results, I get the opportunity day in and day out to talk with mortgage professionals
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02/14/2007
Mortgage professionals around the country often state that RECRUITING is their number one challenge to maintaining profitability. The ability to find, recruit and keep top quality loan officers is a never ending battle. The recent explosion in net branching combined with rising interest rates, de
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02/13/2007
As soon as..If only..During the boom..What I should have done…INSERT YOUR FAVORITE PHRASE HERE. Now what ? Imagine what it must have felt like to be a commissioned based stock broker prior to, during and after the last “BOOM” market that ended abruptly in 2001. Circa – 2000 PETER VILES, CNN CORR
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02/12/2007
