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Articles about Referrals


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 
Building with Builders
Refinance markets come and go. Developing strong and consistent sources of purchase business is the key to success for loan originators. A good source for this purchase business is resid...
By Craig Peterson, vice president, Webster Bank’s National Wholesale Division

Residential | August 2005 
Teach Your Clients Well
A mortgage loan usually is the largest transaction in our clients’ lives. With that in mind, it also usually is one of the scariest. To put clients at ease, we as mortgage professionals ...
By D. Jed Wunderli, branch manager, Meridias Capital

Residential | March 2005 
Building Trust Yields Valuable Referrals
The only way to build volume strong enough to withstand any interest-rate hike or catastrophe is to get loans from your loans in process. Without these referrals, you start each month as if you are ...
By Brian L. Peart, president, Nexus Financial Group Inc.

Residential | March 2005 
Get Referrals in 7 Steps
The easiest lead to close is a referred lead. Unfortunately, few mortgage brokers have mastered the process. I’ve developed a simple seven-step process to obtain referrals to help develop your refe...
By Tom Hopkins, sales trainer,

Residential | January 2005 
Create a New & Easy Profit Center
For the past two years, you have refinanced every homeowner you could, lowering their rates and saving them thousands of dollars. And your competition was busy doing the same. Now that interest rate...
By Mike Smela, vice president and national mentor, Carteret Mortgage

Commercial | July 2006 
There is Glory in Being No. 2
In her Abraham Lincoln biography Team of Rivals: The Political Genius of Abraham Lincoln, author Doris Kearns Goodwin writes of how advisers in his first presidential campaign worked hard to make hi...
By Kellene Bishop, CEO, CFS Association Inc.

Residential | December 2006 
It’s a People Business
Referrals can be one of the best sources of generating business. This is primarily because most people prefer to do business with someone they know and trust or with someone who is referred by someo...
By Joel Burroughs, branch-office-development manager, Innovative Lease Services Inc.

Residential | November 2006 
Relationships in a Box
The best salespeople know that the most important thing in sales is the relationship. For many, though, relationship-building is the most difficult part of the process. Many brokers excel...
By Guy J. Welker, president, River Rock Commercial Lending

Residential | November 2006 
By Owner — With a Broker’s Help
People talk about how to generate leads from for-sale-by-owner (FSBO) marketing campaigns. But whenever I ask attendees of mortgage-broker seminars how many of them have a successful FSBO campaign, ...
By Ron Vaimberg, speaker, teacher, training, Ron Vaimberg International

Residential | October 2006 
Steps to Success
If you want to make make the broker-to-banker transition or have started your own net branch, you must consider how you plan to beat the competition. To start, you must identify and capit...
By Sammy Averbuch, co-founder, Providential Bancorp Ltd.

Residential | October 2006 
Working the Yard
Yard signs are like billboards. Used correctly, they can advertise your business and your services. The more of them that you can place, the more prospects you can get into your pipeline. ...
By Mike Ratchford, president and CEO, Right Path Marketing LLC

Residential | September 2006 
The Art of Referrals
Imagine this scenario: You have worked hard to prove yourself as a valuable resource to a particular Realtor. Some of the work was tedious, but you kept telling yourself that once you were in, the r...
By Chad Weber, owner, Average Joe L.O.

Residential | September 2006 
One Relationship at a Time
What’s the major difference between the average loan originator and a top producer who closes 10 or more loans a month? It does not have to do so much with the number of leads they get from marketin...
By Mark Vukadinovich, director of marketing, BNTouch Mortgage CRM

Residential | September 2006 
All Systems Go
My first job out of college was as a supervisor at a saw mill. We made 100,000 feet of lumber every day. Logs went through the mill the same way with the same results each day. Of course, the machin...
By Todd Zurik, senior loan officer, Landover Mortgage


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