Asking for what you need is probably the most underutilized tool for people. And yet, amazing requests have been granted to people simply because they’ve asked for it! Whether its money, information, support, assistance, or time, most people are afraid to ask for what they need in order to make their dreams come true. They might be afraid of looking needy, ignorant, helpless, or even greedy. More than likely, though, it is the fear of rejection that is holding them back. Even though the... Read Full Story

Good letter writing is a lost art in our society today. With the onslaught of electronic mail, voice mail, and faxes, good letter writing has gone the way of the dinosaurs. And yet, a well-written, personalized Thank You note can do wonders for your business relationships. Here are a few tips for giving your Thank You notes maximum impact: Be warm and personal When was the last time you received a handwritten note of thanks? The message that was probably conveyed was that someone cared enough... Read Full Story

Time-consuming fires are the hot issues that result from the emotional turmoil involved in many real estate transactions. Sometimes they require calm and caution; other times you need to put on a fireman’s hat and start dousing the flames of a delayed closing, emotionally frustrated buyer or seller, problem co-op agent, or slow moving inspector, appraiser, or loan officer. Let the following rules guide your responses: Rule #1: There is no closing issue that can’t wait an hour. Wh... Read Full Story

“Challenge” is an understatement regarding the markets today.  Credit is tight, Wall Street flops up and down like a fish out of water and the mortgage industry is still reeling from recent regulations and changes.  Difficult? Yes.  Challenging? Definitely.  Impossible? No Way!  Wall Street, the mortgage industry and all business runs in cycles. Sometimes the cycles will run simultaneously, as now, and more often, each segment will run independently of other business cycles.  What... Read Full Story

Reading all these stories of success may have you dreaming of your own future.  Yet you may not be sure how to jumpstart your own production.  Then may I give you my proven marketing methods discovered over my twenty-eight years in the mortgage industry.  These steps have taken me and my staff to top producer and top income earners in every management and sales position I’ve held. (more…) Read Full Story

That’s the message we seem to be sending. It’s too bad that customers ultimately have to phone a real estate company.  To that point they’ve been effortlessly getting information via the web or printed materials. Now they’re ready to connect with an agent but face the daunting challenge of getting a real person to answer the telephone and respond to their needs. Good luck. (more…) Read Full Story

Short sales…. You hear the term almost every day!  It’s the new buzz word in our market, and yet many agents have no real training on how to handle these potential money makers, nor how to set up their buyers and/or sellers to create the best overall financial situation that helps them resolve the issue with minimal financial and personal damage. (more…) Read Full Story

It may be human nature to resist change-particularly when it’s delivered as a hardship, disappointment, or rejection. But by developing resiliency managers can not only survive change, but learn, grow, and thrive in it. In fact, for leaders, developing resiliency is critical. Resiliency helps managers deal with the pressures and uncertainties of being in charge in organizations today. (more…) Read Full Story

Do you remember the days when all you get in your mailbox was just junk mail?  Do you remember having to sift through the pile of junk mail for that one and only valid letter and throwing everything else in the trash?  Nowadays, technology has changed dramatically and instead of sifting through piles of letters, you have to sort through hundreds of Viagra and Cialis spam email. (more…) Read Full Story

Many mortgage salespeople today are looking for more; more business, more loans, more prospects, more relationships, and more opportunities.  That’s good!  As you progress through your mortgage career you should be looking to grow and expand.  It is growth and expansion that sustain any business over time. (more…) Read Full Story