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Commercial | July 2019 
Hit All the Right Notes
Some commercial mortgage brokers are under the false impression that nonbank private lenders, given their flexibility, will accept a breezy and second-rate presentation — that you can essentially ta...
By Milton Franklin, founder and president, Commercial Mortgage Exchange Inc.

Commercial | July 2019 
Market the Right Way for Growth
Marketing in the lending world is tricky. Financial companies, including commercial mortgage brokerages, often spend lots of money on ads, leads and branding, with dubious returns on these inves...
By Ryan Roberts, senior director of marketing, Triumph Capital Partners

Residential | June 2019 
Put Success at the Top of Your To-Do List
If you are a mortgage originator who moves a stack of paper from one side of your desk to the other and feels you’ve had a successful day, guess again. As a commission-based business owner, you ...
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

Residential | April 2019 
Seal the Deal by Knowing Who Calls the Shots
The scariest thing a car salesperson can see, according to the old saw, is a man wandering the lot by himself wearing a wedding ring. Can a deal be done then and there? Or is the real decisionmaker si...
By Michael Sunnaa, vice president of production, Doorway Home Loans

Residential | March 2019 
Persistence Will Pay Off in Troubling Times
Mortgage originators are in for a big change this year, especially those who have yet to experience a slowing, or even stagnant, housing market. This year will likely be the defining moment for many o...
By Mike Hardwick, president, Churchill Mortgage Corp.

Residential | February 2019 
Psst… You’re Probably Motivating Millennials the Wrong Way
What makes today’s sales team tick? How are you motivating the next generation of sales superstars? You are probably dropping the ball, unfortunately.  Motivating and encouraging a sales team see...
By Leslie Heimer, relationship manager, American Liberty Mortgage

Residential | January 2019 
A Bridge to Somewhere
Think of success as something over there, across a fast-moving river. That success could be more closings, more pre-qualifications, more leads, more deals, but it is unattainable because the water pre...
By Carl White, branch manager, Success Mortgage Partners

Residential | January 2019 
These Habits Can Help Beat a Mortgage-Industry Lull
If you have been in the mortgage industry for any length of time, you know the industry weathers ups and downs. The only way to get through those down periods is to develop and maintain a set of daily...
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

Residential | January 2019 
Approach Clients With the Heart of a Teacher
Mortgage originators serve as important gatekeepers for homebuyers. Not only do they help borrowers acquire what is typically their most valuable asset (both emotionally and fiscally), the...
By Mike Hardwick, president, Churchill Mortgage Corp.

Residential | January 2019 
Every Generation Can Play a Role in the Mortgage Industry
Just as the millennial generation is settling comfortably into positions of ever-increasing importance in the mortgage industry, the next wave of workers — dubbed Generation Z — is beginning to ...
By Carolyn Frank, chief human resources officer, Guild Mortgage

Residential | January 2019 
Pounce Early to Set Up Mortgage Success
Mortgage professionals must decide between two opposite paths in 2019: thrive or just survive. You need to ask yourself: Am I pushing myself and my team to place all the chips on the table and p...
By Dennis Black, CEO, Dennis Black and Associates

Residential | January 2019 
Stand Out in the Age of Mortgage Automation
The mortgage industry is undergoing a rapid evolution that is upending what once was a solemn, weighty process. The advent of technology, new rules and now automation are all changing the originator-b...
By Michael Sunnaa, vice president of production, Doorway Home Loans

Residential | November 2018 
These Leadership Traits Will Serve You and Others Well
There is no traditional or clear-cut path to success for those entering the mortgage industry. Whereas most employers look to recent college graduates or technically skilled workers to fill their rank...
By Mike Hardwick, president, Churchill Mortgage Corp.

Commercial | October 2018 
Becoming a Successful Commercial Mortgage Pro Is a Process
The world of commercial real estate can be intoxicating, especially for young professionals. Many new commercial mortgage brokers have dreams of making it big, with bright-eyed visions of gleaming sky...
By Adam Petriella, managing principal, Silverthread Capital

Residential | October 2018 
Set the Table Now to Thrive in 2019
Let’s face it: 2019 arrived early for the mortgage business. The shift could be seen in borrowers’ mindsets by early summer of this year. Many were reluctant to jump into the mortgage process because ...
By Dennis Black, CEO, Dennis Black and Associates


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