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Articles about Referrals


Residential | September 2006 
3 New Takes on Refis
Some say that new clients are worth an extraordinary amount of potential income based on the referrals they will give you. This is true. But there’s a way to earn more money, work fewer h...
By Duffy Gilligan, loan officer, loan officer training

Residential | August 2006 
It’s Who You Know
During the recent boom years, some mortgage companies hired loan officers with the idea that their friends and family would jump on the refi bandwagon and do their loans with “Cousin Fred.” It worke...
By Delaina Mitchell, first vice president, No Red Tape Mortgage

Residential | August 2006 
Education: An Eye-Opener in Changing Times
The mortgage industry saw many changes and transitions in the first half of this year. Some mortgage companies have downsized considerably, while others have closed their doors. To seize ...
By Bruce A. Rosenblat, president, North Star Home Lending

Residential | June 2006 
4 Laws of Success
A key to your marketing success is to make certain actions routine and natural part of your everyday business. There are four marketing programs every originator needs to work on daily to build refe...
By Mike Ratchford, president and CEO, Right Path Marketing LLC

Residential | June 2006 
There’s Value in Attending Closings
One of the most-important things you can do as an originator to enhance your clients’ experience and set the stage for referral business is to show up at closings. It’s as simple as that. ...
By Bliss Sawyer, president, Mortgage Marketing Strategies

Residential | June 2006 
Build Your Network, Build Your Business
Mortgage originators should be doing everything they can to attract new business and referrals. Most would agree that traditional methods are less than fun, and the results are often slow. And adver...
By Mike Davidson, business-development manager, EastWest Mortgage Services Inc.

Residential | April 2006 
Build Realtor Referrals: 5 Tips
Referrals have long been the lifeblood of the real estate and mortgage industries. According to a National Association of Realtors study earlier this year, 44 percent of homebuyers choose their Real...
By Tina Gonsalves, director of marketing, MILA Inc.

Residential | April 2006 
Why Get Leveraged?
Networking is key to growing a business in any industry. It helps build relationships on which  business can thrive. Leveraged relationships are efficient in the mortgage industry because...
By Louis Weiss, founder and owner, WebFast Consulting

Residential | March 2006 
Past Customers: Seeds or Weeds?
Every time you close a loan, you plant a seed. If you ignore it, it will have little chance to take root. You will continually search for new sources of seeds to plant in its place. Custo...
By Dave Satterlee, Atlantic regional marketing adviser, Continuity Programs Inc.

Commercial | November 2007 
You Scratch My Back...
Mortgage brokers serve as connectors, linking borrowers seeking a loan with lenders or investors willing to finance it. In order to really make an impression on borrowers, you can take this process ...
By Richard Zahm, director, Covendium

Commercial | September 2007 
The Virtue of Sharing
The first thought many brokers have when a loan opportunity arises is, “How many points will I get?” This can lead to situations in which four to six brokers seek payment for minimal contributions ...
By Richard Zahm, director, Covendium

Commercial | August 2007 
Know Thyself … And Then Tell Others
Many commercial mortgage brokers rely heavily on word-of-mouth referrals. Even if we run massive advertising and marketing campaigns, there is often no better way to generate business than by having...
By Dr. Ivan Misner, founder and chairman, BNI; and Ed Craine, CEO, Smith Craine Finance

Commercial | June 2007 
Network Your Network
Networking or referral selling is not a new concept. In fact, mortgage brokers have made it an art form. That said, network selling is still selling. In fact, at a minimum, it can require...
By Joel Furst, president and CEO, ComNet Financial Corp.

Commercial | February 2007 
In the Market for Referrals
Most mortgage brokers aren’t strangers to referral business. In fact, many attribute a significant portion of their applications to the family, friends and colleagues of prior clients. If the growth...
By Matt Cascarino, marketing manager, InterBay Funding LLC

Residential | December 2007 
Be the Straw That Stirs the Drink
Mortgage brokers frequently hear about creating a referral machine or developing strategic partnerships, but many are probably still wondering how they can actually do this. Others may be confused a...
By David K. Lal, president , National Real Estate Council


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