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January 2015 Articles


Current Residential Magazine Cover

Inside Scotsman Guide’s residential edition, you’ll find all the tools that make our monthly, national magazine the leading resource for residential mortgage originators.

Our monthly departments include our award-winning Spotlight, which highlights a different state each month; columns from the Mortgage Bankers Association, RealtyTrac, Zillow and more; and in-depth looks at the news shaping the industry in our BackSpace feature.

Each month also brings you contributed articles from industry experts with information on how to stay compliant, build your business and excel in the mortgage industry.




From the Editor
The loan of last resort is in a hard place
By Will McDermott, editor, Scotsman Guide Residential Edition

Featured Top Originator: Shant Banosian
Shant Banosian, Guaranteed Rate, No. 21 Top Dollar Volume (2013)
By Neal McNamara, chief reporter, Scotsman Guide Media

Q&A: Scott Whaley, National Real Estate Investors Association
Scott Whaley, President, National Real Estate Investors Association
By Will McDermott, editor, Scotsman Guide Residential Edition

News Roundup
By Neal McNamara, chief reporter, Scotsman Guide Media

Delinquency rates continue to slide
By David H. Stevens, president and CEO, Mortgage Bankers Association

Spotlight: Arizona
By Neal McNamara, chief reporter, Scotsman Guide Media

Hard money takes a hard blow but keeps on swinging
By Will McDermott, editor, Scotsman Guide Residential Edition




Hard Money Lends a Hand
Follow these six steps to close more loans when the bank says “no”
By Glen Weinberg, chief operating officer, Fairview Commercial Lending

Opportunities Abound in the Distressed Market
With the right loan products, private lenders can work with investors to the benefit of all
By Trixy Weiss, founder, Genesis

Broadening Your Network
Use a combination of direct and indirect resources to market yourself
By Chip Poli, founder and CEO, Poli Mortgage Group Inc.

Popping the Old Sales Myths
Lenders must let go of the past and embrace new metrics to thrive in 2015
By Dennis Black, CEO, Dennis Black and Associates

What’s on the Horizon in 2015?
Mortgage originators should brace themselves for this year’s industry changes
By Marcus McCue, executive vice president and chief business development officer, Guardian Mortgage Co. Inc.

Find a Competitive Edge With Data
Use these four tactics when implementing a business-intelligence strategy
By Jonathan Blackwell, mortgage marketing consultant,

Selling on Expertise
You don’t have to wait for referrals if you become the authority new clients seek out
By Scott Gordon, founder and CEO, Open Mortgage

Play Up Your Strengths
Local expertise and product innovation are critical to succeed in today’s purchase market
By Howard Michalski, executive managing director, W.J. Bradley Mortgage Capital LLC

What’s in a Database?
Customer relationship management systems can improve referral relationships
By Brendon Garcia, senior loan consultant, First Rate Financial Group

Who Benefits From Alternative Lending?
Non-qualified mortgage products offer opportunities and challenges for brokers and borrowers
By Darrin Stobaugh, consultant

Investing in Employee Success
Training programs improve corporate culture and staff competence
By Peter Salamone, national director of business development, Inlanta Mortgage

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