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June 2006 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.




From the Editor
Knowledge is power, as we often hear.
By Tony Stasiek, editor, Scotsman Guide Media

Q&A: Harry Dinham, National Association of Mortgage Brokers
Harry Dinham, President, National Association of Mortgage Brokers
By Melinda Young, associate editor, Scotsman Guide Media, Inc

Helping Hands: Countrywide Financial Corp.
Each month, Helping Hands features a mortgage professional or group that has volunteered to lend a hand to others in need.
By Tony Stasiek, editor, Scotsman Guide Media

Spotlight: Seattle
By Ivanna C. Sukkar, editor, Scotsman Guide Media




Keeping Fraud at Bay
Taking a proactive approach toward mortgage fraud can help the industry maintain high standards of professionalism
By John M. Robbins, co-head, Vertice; and Marta McCall, senior vice president of risk management, American Mortgage Network

Living the Dream
Down-payment-assistance programs help more Americans achieve homeownership
By Elisa Black, director of marketing and communication, Esther Foundation

A Modern Land Rush
With the help of the U.S. mortgage industry, increasing numbers of Americans are buying homes in Mexico
By Michael James Riley, real estate broker, California

From Toss to Treasure
By capitalizing on the commercial deals that come their way, brokers may find a virtual goldmine
By Kim Daugherty, senior account executive, KC Capital

We Catch Bad Guys, Too
Technology is changing the way fraud and loss-prevention works in the mortgage industry
By John Samuelson, manager of fraud and loss prevention, MILA Inc.

Points of Departure
Understanding the primary differences between residential and commercial lending can be beneficial for brokers
By Jerry Feinstein, senior director of correspondent lending, Silver Hill Financial LLC

Clients Can Climb the Credit-Score Mountain
By helping borrowers boost their credit scores, brokers can increase business
By Allen Johnson, vice president of sales and marketing, Credit Plus Inc.

Moving? Pack Wisely
If you’re ready to enter commercial brokering, get your priorities in order
By Anthony M. Gramza, president, AMG Commercial Mortgage Group Inc.

TPOs: The Need-to-Knows
To work effectively and successfully with lenders, understand how they view third-party originators
By Manuel V. Sicre, chief financial officer, EMP Medical Services and Central Medical Equipment Rental

Ahead of the Game
For success in a purchase market, seize opportunities and look beyond the basics
By Debbie Rosen, managing director, Countrywide

The Electronic Era and You
Will brokers be ready for an industry move toward e-mortgages?
By Andrew M. Dubinsky, president and CEO, Encomia LP

How to Get Your Foot in the Door
To receive the most impact from trade shows, proper follow up is essential
By Delaina Mitchell, first vice president, No Red Tape Mortgage

Staying Up in a Downturn
When things are slow, use your time wisely to improve your business
By Dave Hershman, director, OriginationPro Mortgage School

Build Your Network, Build Your Business
Networking groups can help professionals make new contacts and share referrals
By Mike Davidson, business-development manager, EastWest Mortgage Services Inc.

There’s Value in Attending Closings
It’s a matter of preserving trust — and gaining referrals
By Bliss Sawyer, president, Mortgage Marketing Strategies

Doing Business with Boomers
To reach baby boomers, brokers should consider redeveloping their marketing strategy
By Robert Howard, CEO, Sunset Direct Lending

4 Laws of Success
By creating a team of referral partners and past clients, originators can create a winning business
By Mike Ratchford, president and CEO, Right Path Marketing LLC

Attracting Top Performers
To soar above competition, mortgage companies must put people first
By John A. Manglardi, president of the Eastern retail division, American Home Mortgage

Do More With Less
By focusing on fewer clients, you can make more money and achieve long-term success
By Brian S. Wallace, senior vice president, HSBC Mortgage

Why Can’t We Get Along?
Understand Realtors and their perspective to foster mutually beneficial relationships
By Chad Weber, owner, Average Joe L.O.

Secrets of the Perfect Press Release
By mastering the use of press releases, you can promote yourself to more clients
By Bryan Thompson, president, PR Writing Online

The Lighter Side of Lending: ’Jimble-Jumble’
For a refreshing look at the industry, just ask loan originators’ children
By Gordon Schlicke, mortgage trainer, Seattle

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