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May 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: Jim Park, Asian Real Estate Association of America
Jim Park, President and CEO, Asian Real Estate Association of America
By Melinda Young, associate editor, Scotsman Guide Media, Inc

Helping Hands: Thornburg Mortgage
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: San Antonio
By Ivanna C. Sukkar, editor, Scotsman Guide Media




Small-Balance: The Jump
Take five steps to add commercial loans of $5 million or less to your repertoire
By Angie Birdwell, senior vice president, Wells Fargo Bank

Welcoming Hispanic Borrowers
Nuances abound in one of the mortgage industry’s fastest-growing sectors
By Yanique Lawrence, chief operating officer, Citizens Home Loan

Hard Money Made Easy
Brokers who turn to hard-money lenders may increase their businesses while helping borrowers in need
By Elliot Grub, senior vice president, Allied Mortgage & Financial Corp.

Behind the Curtain
Think the back end of the mortgage process doesn’t affect brokers? Think again
By David L. Hippensteel, group member, Gerson Lehrman Group Councils

Business Across the Border
As U.S. residents look south to Mexico for vacation properties, opportunity arises for mortgage originators
By Tim Kelley, chief operating officer, IMI Group

A Niche Within a Niche
Targeting small-commercial properties and borrowers? Go a step further
By Salomon Wancier, vice president of marketing communications, Silver Hill Financial LLC

How to Handle Market Tremors
To cope with a potential market decline, be responsible and educate yourselves and borrowers
By Michael J. Saldutti, president, Royal Bay Mortgage Inc. and Rev7 Enterprises LLC

Turning to an Uncommon Lifeline
Credit-reporting agencies can help brokers and lenders improve connectivity and loan quality
By Donovan Williams, business-development manager, Informative Research

How to Broker FHA Reverse Mortgages
If you want to broker in this growing sector, here are the basics you should know
By Sandra Lee, reverse-mortgage specialist, Reverse Mortgage Services

Creating an Educated Industry
Mortgage professionals of all levels must take heed of the importance of education and training
By Ray Williams, president and founder, Greenway Capital Management

Build Trust, Build Relationships
With education and certification, you can become a trusted adviser to clients
By Sheryl Heffernan, senior vice president, American Brokers Conduit

The Who, When and How of Direct Mail
Cut through the clutter and get clients to call you
By Chris Monge, president, Monge Mortgage Publications

Going from Call to Close
For success in telesales, know your sources and follow some simple tips
By Dale Vermillion, president, Mortgage Champions

10 Rules for Direct-Response Marketing
Brokers can draw in more customers by focusing on the standards of direct marketing
By Dan Kennedy, author,; and Christopher Hurn, founder and CEO, Fountainhead Commercial Capital

Focus on the Positive
Take steps to keep up your spirits — and your business
By Jason Blake, loan officer and national team leader, Carteret Mortgage Corp.

Online Media Can Drive Originations
Reach and educate borrowers with video and audio marketing on the Internet
By Roger Vetruba, CEO, and

The Secret to Success? Follow Up
If you want to recruit and keep clients, stay in touch
By James Feldman, president, Shift Happens!

To Build Your Business, Get Published
Branding yourself as an expert by writing articles can do wonders for your career
By Dr. Ivan Misner, founder and chairman, BNI; and Ed Craine, CEO, Smith Craine Finance

You’re Special — So Show It
Clients will be less inclined to fight your rates and fees if you position yourself as an expert in a particular niche
By Andy Lockwood, author, MortgageMarketingWhiz

5 Tips for Staying On Top
Brokers who seize opportunity in today's market can continue to succeed
By P. Morgan Brown, chief operating officer, New Day Trust Mortgage

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