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April 2007 Articles


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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 Top
By Geary Britton-Simmons, founder, Scotsman Guide Media, Inc

Q&A: Ellen Schloemer, Center for Responsible Lending
Ellen Schloemer, Executive Vice President, Center for Responsible Lending
By Melinda Young, associate editor, Scotsman Guide Media, Inc

Helping Hands: Elite Financial
Each month, Helping Hands features a mortgage professional or group that has volunteered to lend a hand to others in need
By Ivanna C. Sukkar, editor, Scotsman Guide Media

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




The Right Fit
Responsible brokers help their clients by educating them and offering comparative tools
By Joseph Badal, senior executive vice president, Thornburg Mortgage Inc.

Social Responsibility as Market Cache
Taking extra steps in life and in business can better position a company in a down market
By Dale Vermillion, president, Mortgage Champions

Driving the License
Consider working with state associations to spur your state’s loan-originator-licensing legislation
By Adam Stein, CEO,

Alternatives for the New Mainstream Markets
Learn ways to reach immigrant and minority households
By Paul E. Mullings, senior vice president, Freddie Mac

2 Keys to Commercial Lending
With some knowledge and the right relationships, you’ll be on your way to funding commercial deals
By Joe Mardesich, senior vice president, Harvest Small Business Finance LLC

Payoff Solutions Can Pay
Stop selling rate, start focusing on balance-reduction for baby boomer clients
By Christopher M. George, president and CEO, CMG Financial Services

The Softer Side of Hard Money
Commercial nonprime lenders may look beyond high rates and low LTVs when qualifying borrowers
By Jim Levie, president, NonSuch Consultants Inc.

Financing from the Ground Up
All-in-one construction loans can be profitable for brokers who work with homebuilders
By Jeff Olson, senior vice president, First Mutual Bank

2 Private-Money Myths: Debunked
Hard money’s riskier? And risk brings higher interest rates? Maybe not
By S. Clay Sparkman, vice president and co-owner, Fairfield Financial Services

Cross-Selling = More Selling
Want to expand business? Consider adding commercial loans to your product lineup
By Leo Gluck, president, Rescom Capital Corp. and Commercial Mortgage Corp.

Build Credit Through Education
Empower your clients by teaching them how to strengthen their credit
By Alexis Stuart, real estate broker and founder, Credit Power Educational Foundation Inc.

Looking for Business? Take 4 Steps
Sourcing small-balance-commercial business takes a smart, professional approach
By Michael Boggiano, national sales manager, Silver Hill Funding

Diversify to Stay Afloat
Brokers have many options to keep their businesses going
By Manuel V. Sicre, chief financial officer, EMP Medical Services and Central Medical Equipment Rental

Mortgage Leads: Know the Risks
Understand the methods lead-generation companies use to help increase your pipeline
By Sam Richards, sales director,

How to Weather Business Cycles
Be proactive, work efficiently with lenders and clients and reap the rewards
By Kamran Khosravi, president, American Guardian Home Loans

Bye-Bye, Blindsides
Try a step-by-step plan to counter sudden threats before they occur
By Lee Froschheiser, president and CEO, Management Action Programs

Lay Out the Loan Process
Set expectations and timelines to enhance clients’ experiences — and remember, it’s a people business
By Dale Palsson, president, Lighthouse Commercial Finance

Focus on Customer Retention
Develop respect and trust to retain customers and keep them coming back
By Christopher Nelson Beard, CFO and co-founder, Pacific One Lending and Pacific One Real Estate

Turn Your Job into a Career
Education and referral partnerships are key to your success as a mortgage professional
By John Vartanian, certified mortgage planning specialist, First Security Lending

One-Stop Vendor Shopping
Partnering with companies that offer a full suite of services can save time and money
By Jim Potter, director of insurance, Inzura

9 No-Nos of Direct Mail
For marketing success, know why and when mailings are ignored and trashed
By Andy Lockwood, author, MortgageMarketingWhiz

How to Earn Trust
By educating clients on loan products and terms, you can gain their confidence
By Mark Harrison, president, ASI

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