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Articles about Marketing


Residential | August 2016 
Mine Your Database for Nuggets of Gold
You may have heard the saying, “The money is in your database.” That’s because if you build your database correctly as a loan originator, you will have ready access to a large list of e-mail addresses...
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

Residential | August 2016 
Research and Plan to Get Past Voicemail
Everyone wants actively employed candidates with a book of business they can bring with them. How do you recruit people when they are too busy to even take your call? How do you differentiate yourself...
By Jeff Jensen, past president, Washington Mortgage Bankers Association

Residential | July 2016 
To Stay on Top, Stay in Touch
Converting a lead into a loan is difficult enough. Once you have converted that lead, however, it’s even tougher to use that loan to grow your origination business. One of the best ways of doing this ...
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

Residential | July 2016 
Become the Hunted, Not the Hunter
As an originator, odds are good that you have had title-company reps, or other potential referral partners, trying to meet with you. The reps say they want to learn more about your business, but it’s ...
By Brian Sacks, mortgage loan originator, HomeBridge Financial Services Inc.

Commercial | July 2016 
Distressed Properties Differ from Distressed Neighborhoods
A distressed property differs from a distressed neighborhood. Commercial mortgage brokers need to understand the distinctions so they can select the right lender for a transaction. Distressed pr...
By Ted Kapnek, Entrepreneur

Residential | June 2016 
Find Value in Your Values
The Greek philosopher Thales said, “The most difficult thing in life is to know yourself.” Defining who you are and what you represent can often lead to defining your success. ...
By Daniel H. Jacobs, executive vice president and managing director of national retail lending, MiMutual Mortgage

Residential | June 2016 
Let Online Reviews Leave Their Mark
At a GlanceItems to include in your online review-site profilesThe name of your business. You also can put your own name, followed by a descriptor such as “home loans,” “loan officer,” “FHA and VA spe...
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

Residential | June 2016 
Play the Numbers to Increase Your Business
The mortgage business is a numbers business. If you don’t know your numbers, you can’t run your business. Numbers permeate every aspect of your job as a loan originator. You deal with qualifying ...
By Doug Smith, president, Douglas Smith & Associates

Commercial | June 2016 
Courting the Hipster
Hipsters may be tough to define and even tougher to understand, but real estate and commercial mortgage professionals ignore this large group at their own peril. Whatever their quirkiness, this is a g...
By Odell Murry, president, MAI Financial Services Inc.

Residential | May 2016 
For Future Refi Success, Visit the Past
Refinances can be a fast track to getting quick closings for mortgage originators. The problem is that it can be difficult to attract a steady stream of refinance clients without reinventing the wheel...
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

Residential | May 2016 
With Internet Leads, Try, Try and Try Again
To convert more Internet leads and maximize the number of closed loans, you need to have different approaches to front- and back-end marketing. Converting front-end sales i...
By Mike Mahoney, real estate and mortgage professional

Residential | March 2016 
Come Together to Close Loans
Creating mortgages involves many moving parts, and dozens of people help bring those parts together. Each of those parts can sometimes act independently, creating gaps in the origination and closing p...
By Chris Backe, director of financial services, Velocify

Commercial | March 2016 
Support and Protect Your Clients
If you act as a trusted advocate and adviser, and think of your clients as more than mere sources of revenue, they will stand by you in good and bad times. Do you have customers, or clients...
By David Kocharhook, vice president of sales, 1st PMF Bancorp

Commercial | March 2016 
Referral Networks Are the Cornerstone of Business Growth
One of the most important factors in the success of any commercial mortgage originator is the ability to fully develop a referral network in order to close more commercial real estate loans. Without a...
By Bob Worthington, director of business development, APEX Mortgage Corp

Commercial | March 2016 
Weave Knowledge into New Business
An effective business-development plan weaves together seemingly simple elements you encounter on the job every day as a loan originator. Relationships with business professionals, combined with your ...
By Rob Diodato, president, York Commercial Finance


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