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October 2005 Articles


Current Residential Magazine Cover

Inside Scotsman Guide’s residential edition, you’ll find all the tools that make our monthly, national magazine the leading resource for residential mortgage originators.

Our monthly departments include our award-winning Spotlight, which highlights a different state each month; columns from the Mortgage Bankers Association, RealtyTrac, Zillow and more; and in-depth looks at the news shaping the industry in our BackSpace feature.

Each month also brings you contributed articles from industry experts with information on how to stay compliant, build your business and excel in the mortgage industry.




A Flexible Alternative
MTA payment-option ARMs offer choices for many kinds of borrowers
By Lisa Schreiber, mortgage consultant and speaker, LSK Consultants LLC

Fighting Fraud
A combination of collateral assessment and AVMs can maximize mortgage-fraud management
By Steve Schroeder, chief executive officer and co-founder, C&S Marketing

Realizing the American Dream
Despite criticism of alternative lending products, U.S. homeownership is at an all-time high
By John M. Robbins, co-head, Vertice

Nonprime Finds Its Time
Previously reserved for borrowers with low credit scores, nonprime loans are coming into their own as homeowners change
By Erik Anderson, president, Merit Financial

Position Yourself for Success
Brokers should focus on three industry trends and hone strategies to prepare for tomorrow’s market
By Debbie Rosen, managing director, Countrywide

5 Ways to Win
For excellent customer service and profitability, how you treat employees matters
By Shawn Butterworth, senior vice president for human resources, EquiFirst

RESPA: Round Three
It’s simple, brokers: Pay attention to the RESPA fight or get smacked in the face
By Adam Stein, CEO,

Want to Be a Multi-State Broker?
With varying requirements in each state, achieving several mortgage-broker licenses is like herding cats
By Michael James Riley, real estate broker, California

Get Smart
Brokers can gain a competitive edge with continuing education and professional development
By Kamran Khosravi, president, American Guardian Home Loans

Your Strength is in Your Follow-Through
Better your chances of closing more loans by keeping up with your appraiser
By Brian Blanchard, chief operations officer,

Legislating Licenses
As state licensing requirements evolve, mortgage professionals are feeling the impact
By Sentell F. Barnes, director of governmental affairs, TrainingPro

Envisioning Your Future
Visualizing success can help mortgage professionals achieve their goals
By Rick Troutman, CEO and founder,

Maximize Your Marketing
Keeping up with past clients while reaching out to new ones will keep you prepared in this ever-changing market
By Brandon Jewkes, senior vice president of sales, Trust One Mortgage

Customer Service: A Lost Art
Turn negative situations into positive ones to enhance customer satisfaction
By Jim L. McIntosh, operations manager, Blarney Stone Funding Inc.

Connecting by Phone
Listening and building rapport are key when using the most powerful sales tool — the telephone
By Ken Ball, senior loan officer, GT Capital

Failing Forward
If you embrace and learn from your failures, you’ll win the sales game
By Brian S. Wallace, senior vice president, HSBC Mortgage

The Lighter Side of Lending: Technological Matters
New advances have made the mortgage industry more complicated in the past 50 years
By Gordon Schlicke, mortgage trainer, Seattle

Creating Customers for Life
Offering extended services keeps customers coming back
By Joseph Corno, consultant, We Be Consulting and Seminars

Help Wanted?
Look to local high schools and colleges to find a well-qualified assistant
By Mark Boersma, president, Synergy Solutions, Inc.

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