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Articles about Referrals


Residential | August 2007 
Prospecting for Prospects
Many mortgage professionals have heard of the “rule of seven.” According to the rule, it takes seven points of contact before your marketing message has a significant impact on a prospect’s consciou...
By Christopher T. Lawson, representative, Lincoln Financial Advisors Corp.

Residential | August 2007 
Train Your Referral Sources
As a mortgage broker, you likely have a number of referral sources who send business your way. Your goal should be to get good-quality referrals who have reasonable expectations. To help ensure this...
By Jerome Mayne, author, Life-Saving Lessons: The Diary of a White-Collar Crimina

Residential | January 2015 
What’s in a Database?
A database is nothing more than an organized system for data storage. In this information age, we all use databases every time we use a computer or smartphone. Most people under-stand the concept that...
By Brendon Garcia, senior loan consultant, First Rate Financial Group

Residential | January 2015 
Selling on Expertise
Selling on expertise can help you grow a strong business when trust counts. For example, a reverse mortgage is a big deal to borrowers and their families. They may have purchased several homes and had...
By Scott Gordon, founder and CEO, Open Mortgage

Residential | April 2007 
Turn Your Job into a Career
With the recent swings in the market, it seems that the only thing that we can be certain of is control of our fate as mortgage professionals. That is, we are capable of determining whether we will ...
By John Vartanian, certified mortgage planning specialist, First Security Lending

Residential | March 2007 
Turn Relationships into Referrals
Every sales professional dreams of having a referral-based business. One tool necessary to transform your business into a referral-based practice is client-relationship-management (CRM) software. ...
By Michael Ciavarini, owner, MortgageTree Lending branch

Residential | February 2007 
Take Steps to Develop Relationships
As most brokers realize, the mortgage industry can be competitive. To be successful and to take your business to the next the level, one of the most-effective strategies is to establish relationship...
By Patrice Yamato, president, Florida Association of Mortgage Brokers

Residential | February 2007 
8 Ways to Improve Customer Service
The mortgage business is a service industry. With most mortgage companies generally offering the same products, reputation and service likely are the most-important factors differentiating one lend...
By Rich Leffler, director of training/senior instructor, AxSellerated Development

Commercial | November 2008 
Quit Pickin' on the Rookie?
Too many new commercial brokers simply pretend to know what they are doing. This harsh claim commonly surfaces when residential loan officers handle their first commercial mortgages. Amon...
By Jim Levie, president, NonSuch Consultants Inc.

Residential | November 2008 
The Importance of Integrity
Ask a group of loan originators about the most important attribute that they can possess, and you likely will get a range of responses — from loan-program knowledge, experience and tenacity to fines...
By Christopher Doyle, loan officer, American Alliance Mortgage Co.

Residential | November 2008 
Provide Service After the Sale
It is true that mortgage brokers' best leads are their clients. This is why many brokers' business cards have that tattered, but effective phrase on the back: "One of the greatest compliments I can ...
By Eric Johnson, senior managing director distressed-assets and receivership group, Cushman & Wakefield

Commercial | October 2008 
Q&A: Ralph Petta, Equipment Leasing and Finance Association
Eighty percent of U.S. businesses use some form of equipment financing to help fund their operations, according to the Equipment Leasing and Finance Association (ELFA), which hosts its annual confer...
By Darrick Meneken, associate editor, Scotsman Guide Media

Residential | September 2008 
5 Ways to Reel in Realtor Referrals
Not all industry news is negative. We are getting back to the point where only the true professionals are left in the mortgage business. Thus, now is the best time to get out there and se...
By Ryan Osborne, mortgage planner, Silver Ridge Mortgage

Residential | September 2008 
Think of Clients as Referral Partners
More than anything else, mortgage professionals ask me where they can get more leads. The answer is referral selling, the least-used marketing method in our business. When you think of r...
By Dale Vermillion, president, Mortgage Champions

Commercial | June 2008 
How to Bank on Denials
Having a strong referral network can make or break a business. The phrase “It’s not what you know, but who you know” drives home this idea. Ultimately, with a focused effort, a successful referral n...
By Kevin Onizuk, national wholesale manager, Strategic Funding


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