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Articles about Referrals


Residential | December 2007 
Become a Referral Clearinghouse
As mortgage professionals, we can live or die by referrals. When the market is hot, referrals keep our pipelines bursting. When the market is cool, like now, referrals keep our pipelines from freezi...
By Ed Craine, CEO, Smith Craine Finance; and Dr. Ivan Misner, founder and chairman, BNI

Residential | November 2007 
4 Ways to Enthrall Real Estate Agents
Real estate agents often view marketing materials from mortgage brokers as simply the same stuff printed on different paper. In order to rise above the crowd, your marketing efforts must stand out. ...
By Jeffrey Nelson, creator,

Residential | October 2007 
Ratchet Up Your Rapport
When asked how they spend their marketing dollars, most mortgage professionals focus on attracting new clients through targeted marketing. Many attempt to recruit first-time homebuyers, people tryin...
By Roxann McCoy, CEO, ProServe Mortgage Corp.

Residential | September 2007 
Becoming Clients’ Permanent Broker
Past clients can be a great source for new business. If they’re satisfied with their loan at the time of closing, only one obstacle stands in the way of gaining their future business — their memory....
By Jessika Ondrick, coach, Loan Officer Success

Residential | September 2007 
How to Enhance Modern Marketing Management
In the school of mortgage marketing, frequently contacting current and past clients is like mastering the ABCs. As technology plays a greater role in this relationship management, however, managers ...
By Ryan Steinert, director of business development, The Turning Point

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.


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