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How to become a well-equipped sales professionalProjections indicate that the end of the golden age of refi is finally at hand, and many Loan Officers are going to have to work their selling muscles--which may have atrophied or never existed in the long refi boom. But now is not the time to wing it ...
What lenders can do to get their LOs ready to succeed in the future If you’ve been in the mortgage business for more than a cycle or two, you’ve surely heard that the refinance boom is coming to an end. Having been active in this business since the 80s, I heard it first in the early 90s, then t...
If you want to do more business today and in the coming purchase money mortgage market, you’re going to have to get good at picking up the phone and reaching out to prospective borrowers. Many loan officers shy away from this for a couple of reasons. First, we have been enjoying easy refinance busi...
How do you turn new customers into long-term ambassadors for your brand? The unfortunate reality is that most businesses don’t think of their customers beyond the transaction. Salespeople tend to focus on a particular transaction, not the long term. Then if the customer doesn’t convert after a few ...
The customer is the main character of your story. If you want to engage people in every aspect of your business, you need to find ways to show that you understand them, know them, and are willing to remember the small details over long periods of time. Because the truth is, relationships are built ...