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Articles about Customer Service

 

Residential | October 2005 
Creating Customers for Life
Most loan-originating companies have plans for networking and gaining additional business through customer referrals. Many originators also have repeat customers. Yet while the customer matures into...
By Joseph Corno, consultant, We Be Consulting and Seminars

Residential | October 2005 
Connecting by Phone
The most-effective sales tool we have in the lending industry today is the telephone. In our industry, it is essential to learn to use the phone to effectively reach customers, clients, associates a...
By Ken Ball, senior loan officer, GT Capital

Residential | October 2005 
Customer Service: A Lost Art
Mortgage brokers are in the business of customer service. Essentially, if you sell anything to the public, you are in a customer-service position. Whether your title is president, sales manager or c...
By Jim L. McIntosh, operations manager, Blarney Stone Funding Inc.

Residential | October 2005 
5 Ways to Win
Every aspect of the lending business is ultracompetitive. From products to profits, and prospects to processing, there is virtually no aspect of a broker’s business that another broker isn’t trying ...
By Shawn Butterworth, senior vice president for human resources, EquiFirst

Residential | September 2005 
Defer Everything but Risk
In our society of instant gratification, most people put more energy and effort into keeping up with the Joneses than into planning their finances and preparing for retirement. The Joneses, however...
By D. Jed Wunderli, branch manager, Meridias Capital

Residential | September 2005 
Opening Doors to Closing
In August’s Scotsman Guide, we covered typical closing techniques and their typical responses. Now that we know what not to do, let’s look at techniques that apply to today’s customers and meet thei...
By Joseph Corno, consultant, We Be Consulting and Seminars

Residential | September 2005 
What Happened to ‘Thank You’?
Have you ever pulled up to your local fast-food drive-through, given your order to an impersonal box voice and driven to the window only to receive your food from a smug employee — who immediately s...
By Brian S. Wallace, senior vice president, HSBC Mortgage

Residential | September 2005 
5 Keys to Success
I recently attended a seminar for mortgage-loan officers.  There, I networked with several mortgage brokers, loan officers and business-owners. I was surprised to see how negative many of them were...
By Jim L. McIntosh, operations manager, Blarney Stone Funding Inc.

Residential | September 2005 
What’s Your Deal?
Many of us have heard that men are from Mars and women are from Venus. I have another interplanetary duo for you: brokers and mortgage lenders. I’m not sure what planets we’re on, but we’re certainl...
By Greg Schroeder, president, Comergence Compliance Monitoring

Residential | September 2005 
A is for Attitude
When looking for motivation in sales, too many people wait — be it for a good client, a good transaction, a motivational meeting, a seminar or a manager to provide motivational material. The day you...
By Tom Hopkins, sales trainer, tomhopkins.com

Residential | September 2005 
Count It on Your Fingers
It can be a challenge for those starting out in the mortgage industry to find a concise, candid description of the steps in the loan process. New brokers can find a million pages on the Internet and...
By Rajiv Sharma, real estate financial consultant and loan originator, InterBank Mortgage Corp.

Residential | September 2005 
Get in the No
A few years ago, I had a great experience when a potential client said no. A couple were purchasing a home through a Realtor I knew. They had started the loan process with another lender...
By Bliss Sawyer, president, Mortgage Marketing Strategies

Residential | August 2005 
Find Your Kingdom and Rule It
When people seek professionals in most fields, they look at the cheapest, the closest to their homes and the most-qualified. But when they’re faced with a major decision — be it seeking treatment fo...
By Rick O’Connor, vice president, C&G Financial Services

Residential | August 2005 
How to Close: What Not to Do
Today’s sales-closing techniques are spinoffs from those shared by the great closers of yesteryear. “Tried and true” marketing topics such as “find the need and fill it” and the “take-away” have be...
By Joseph Corno, consultant, We Be Consulting and Seminars

Residential | August 2005 
5 Steps to Help You Make That Call
As a recovering procrastinator, I can speak from experience about putting things off. But I have learned a lot about what it takes to produce the results you desire from your life and business. ...
By Bill Sparkman, creator, Circle of Champions

 
 

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