So how do you capitalize on one of the most opportunistic purchase markets in history? Do not sell the old-fashioned way by working solely through Realtors. Instead, adopt a sales approach tailored for today’s market: begin marketing directly to consumers.
Read MoreDale shares his top tips regarding interest rates, including: the interest rate isn’t always the rate you need to know, be sure to always check the APR, beware that what you see isn’t always what you get, and rate is not the top consideration in many mortgage transactions.
Read MoreSale shares some key tips for dealing with catastrophic issues in paying your mortgage, including: establishing a budget, reducing expenses, introducing new streams of income, determining your maximum affordable mortgage payment, revisiting the terms of unsecured debts, and contacting your lender to discuss available loan modifications.
Read MoreAs you undoubtedly know, a career in the mortgage industry comes with a special set of challenges. Let’s take a look at some of the stressors that drain a broker’s energy and emotions and ways to handle them.
Read MoreThe need for mortgage brokers to separate themselves from the competition has never been greater. This is especially true when you consider the reduction in lending sources, the decrease in product offerings and the shrinking universe of qualified borrowers.
Read MoreMore than anything else, mortgage professionals ask me where they can get more leads. The answer is referral selling, the least-used marketing method in our business. There are four primary criteria to consider before ask for referrals.
Read MoreOne of the biggest mistakes mortgage professionals make is imposing their opinions on their clients. Brokers try to provide compelling reasons for why borrowers should take the loan, trust their advice and not buy elsewhere. In other words, they try to get them to act without providing choice.
Read MoreDale reveals his simple but transformative 30-day process for seeing exponential improvement in your employees by replicating yourself as a manager.
Read MoreIf you’re thinking I misspelled the word “relationship,” I actually meant to do that. You see, to succeed in today’s mortgage market you need more than just relationships, you need REALationships, which can only be built on the two most important criteria for selling: trust and loyalty.
Read MoreWhether you are in sales or management in the mortgage business, the level of your knowledge is one of the most-important aspects of your success. To build your knowledge, you must educate yourself continually. This is a vital component to achieving excellence in sales and leadership.
Read MoreHow important is self-esteem to your employee's success? As managers, we all know that high self-esteem leads to high confidence and a high feeling of self-worth. These are critical traits in any employee's success.
Read MoreWith the turbulent times and all the negative media of today's mortgage industry, borrowers are wary of the intentions and integrity of mortgage originators. So how do we build the borrowing publics' confidence back? Be up-front, real, and honest with your borrowers.
Read MoreEverything we do should be centered on ethical practices and customer-centric philosophies. Our work should be based on honesty and high moral standards, aimed at helping borrowers achieve financial freedom and improve their financial situations.
Read MoreFor professionals, particularly in the mortgage industry, it’s almost impossible to solve something that we don’t understand. By listening to your clients, however, you can learn their problems and take steps to finding a solution.
Read MoreTo achieve excellence in sales, you must start with an effective marketing plan. Without enough lead prospects, success is simply impossible. Even more important than the quantity of lead prospects is their quality. The key is to find the right combination of both.
Read MoreIf you are going to commit to being excellent at what you do, then you must first make a commitment to train yourself daily to be the best you can possibly be by following the four R’s of continual improvement: researching, reviewing, role-playing and repetition.
Read MoreA common mistake I see with salespeople and managers is that they don’t ask enough of themselves or their employees. Early in my career, I learned an invaluable truth: you only get from your employees what you ask of your employees—and the more you ask, the more you get.
Read MoreA simple credo to live by is “consistent excellence.” It might seem impossible. But by establishing this high expectation from the start, you never have to settle for low performance or mediocrity. As salespeople, this is the only level of expectation that will get you where you want to be in life.
Read MoreTo free up some personal time, you need to get more done in fewer hours. To accomplish this, start shifting your focus toward priorities that directly lead to success—personal and professional—and away from activities that don’t.
Read MoreThere are certain traits and habits that are key to being a top producer. Understanding and adopting these traits can help you achieve success during these challenging times and to cultivate a dynamic sales personality.
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