Sometimes I think the most creative people are those that lack common sense. How so? There are a lot of very creative people in the mortgage technology space today that have created very innovative products yet they wonder why they don’t have any leads. Maybe...
There’s so much noise out there in the mortgage space today. In light of this noise, how do you engage with a prospect and develop an active dialogue. What do I mean by noise? Technology vendors are throwing features and functions at people. They say...
LinkedIn is just another social networking tool. That’s what people may think, but it has the potential to be so much more. What I keep hearing from people is that they say they keep getting LinkedIn invites. That is a clear indication of how it...
Today's market conditions aren't easy, but I don't have to tell you that. You know what's transpired over the last year or two. The challenge to differentiate among competing companies and products is becoming increasingly more difficult. Products and services are being commoditized. Acronyms...
In the last edition of this blog I talked about the importance of returning to business basics. Like anything, once you have mastered the basics it’s time to elevate your game. It’s time to take your business to the next level. How do you do...
As underwriting guidelines were loosened and exotic loan products designed for a very specific borrower were extended to 25% of the population, the mortgage industry prospered in the short term at the expense of the long term. Now we’ve returned to basics with a conventional,...
Trade show season is quickly approaching. As both lenders and vendors seek to maximize their return on investment from trade shows, they may want to turn to social media technology. Social media technology uses the Internet and Web-based tools to encourage and facilitate online communication...
There has been great a deal of focus and articles written on maintaining constantly changing rules and regulations in today’s mortgage market. While this continues to be a top priority for most lenders and technology providers, one surprising technology that is being referenced much...
We have found that these percentages should be switched if your organization is serious about successfully influencing your prospects and closing more deals. The presentation should begin with focusing 75-80% on the “why” and then concluding with 20-25% on the “what”. Provided below...
Selling is not easy. To be an effective salesperson, you have to be persuasive so that you can influence your potential client into purchasing your products or services. Today’s prospects are now wiser and more savvy when sitting in on the typical sales presentation. To...