Mortgage Marketing Classics: Direct Mail and Networking

You can’t battle a down market with passivity...it will eat you alive, with a side of green beans. You need to get out there and claw for business. The good thing is that if you do just that, the business is still out there. Often when things get bad, businesses react...

Did you see the Barbara Walters special recently – the one where she interviewed self-made billionaires?

It was a fascinating episode! Ms. Walters spoke with four individuals, asking them what experiences and lessons they had learned in their lives that had led to financial riches....

A study released by Mortgage Success Source sought to identify the best practices of top performing loan originators (LOs) and what distinguished them from the average producers. The results, which found that the top 15 percent of LOs produced...

How to Add Value & Become Irreplaceable

A few weeks ago, I had coffee with a new agent here in our area. She said she was having trouble getting investors to stay loyal to her....

The Power of Branding

Strictly speaking, logos, “name treatments”, or other visual images are not brands…but they are representations of brands. Think of them as a shortcut to your brand, one that allows clients to immediately...

Do I have your attention now? Yes! That’s what I said, free Marketing! If you have the time, which we all know you can spare an hour of your day to grow your market share and start marketing yourself, the biggest self-marketing tool that is gaining more popularity day by day is...

Jerry Seinfeld’s Productivity Secret

Years ago when Seinfeld was a new television show, Jerry Seinfeld was still a touring comic. At the time, I was hanging around clubs doing open mic nights and trying to learn the ropes. One night I was in the club where Seinfeld was working...

The term "silent mortgage", synonymous with "silent second," is one that I hadn't heard for nearly a decade. Feeling admittedly "startled", the observation of a lending industry veteran shared long ago came to mind...

I was reading an article by my favorite sports writer, Peter Kings, last week, and he had this small section about his recent visit to the Ranger’s dugout.“Thanks, Jon Daniels, for showing us around the ballpark in Arlington. What amazed me is the video sophistication...

When six out of ten real estate sales are either a short sale or a foreclosure, and when nine out of ten loans are made by Fannie Mae (Fannie) or Freddie Mac (Freddie), basic math tells us that 54% of all mortgages once originated and sold to these two Government Sponsored Entities (GSEs) should be turning over and getting paid off...

Meeting Manners: Keep the Phone Off and Away

How to Handle the “I Don’t Have the Time” Objection

So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you’d better be prepared for what is sure to be one of the biggest brush off objections: “I’m too busy/don’t have the time to talk to you now.”

Taking Control Of Your Marketing – Part II

Soon, many lenders are going to be forced to re-think and re-structure how they compensate originators, which will inevitably lead them re-think how they are going to retain top talent. Herein lies the opportunity...

Two businesses hit a downturn in the market. One business seizes all marketing activities. The other, decides to invest more into marketing. Which is a better strategy for long-term business success?...

Qualified leads are never easy to find, particularly in today’s market. Traditionally, mortgage companies have schlepped around to local real estate companies soliciting business with stacks of contact cards, free embossed pens and the hope that at some point, the firm’s real estate agents will refer a client or two their way...

Einstein was perhaps the most influential scientists to ever live, and it would be strange if we could not find some Mortgage related principles among his ideas, right?

No doubt about it, when you need your computer the most, you become the unfortunate victim of a major computer failure. Yes, my main system crashed and after a accepting the realization that I wasn't going to get the system operational anytime soon, it was time to put an alternate plan into action...

If you or someone you know is having difficulties making their mortgage payments and their loan is not owned by Fannie, Freddie, or the FHA, then they’ve most likely experienced more runarounds and headaches than they could have ever imagined, particularly if negotiating a loan modification...

The following article is an interesting overview of where we are and where Mortgage Financing is heading. It's worth reading...

Scripts and dialogues can make a difference in your Mortgage Business. Follow the tips in this article and see the difference...

Think about it for a minute and you'll agree...it's not the plan that's important...it's the consistent action with the plan, that makes it work. This article explains all...

I have been in the Mortgage Business since it's inception and I will be there until the very end. I will follow you where ever you go and what ever you do...

Nearly 70 percent of business lost in America is lost due to apathy after the initial sale. As it turns out, apathy is the deadliest enemy of marketing. This article explains all...

While we don't usually take sides or even advocate a political position, a close look at President Barack Obama's first State Of the Union message has proved interesting...and provides us with a great Mortgage Marketing lesson.

If you or someone you know, have made the decision to walk away from your home, and think you have no other option but to bail on your upside-down house, you may want to read this article...

Is your brand showing a consistent face to you marketplace? Or, are you sending many competing messages? Is it out of control and getting too ugly to manage?

The recent Tiger Woods episode is a perfect example of how to crash a one billion dollar reputation...

Here's the situation...somebody wants to recommend you to a friend...they want to give you a referral. As things happen, your former client doesn't actually have your card on him, so he tells his friend that he'll look for your number and call to to pass it on...

Mortgage Business Lessons Learned From Andrew Carnegie

Andrew Carnegie is a great study and there are lessons that can be applied to your Mortgage Business. The lessons can be obtained as quickly as you can read. It's well worth your time...

5 Mortgage Business Building Sins And How To Avoid Them

While we can't control the mortgage market...we can control how we adjust and approach that current market. It is a battle, and there are some lessons to be learned using time-tested strategies. The follow article explains all...

A Mortgage Lesson Learned From Real Estate Professionals

Marketing lessons can be found everywhere. The key is to recognize them, and then apply them to your Mortgage Business and improve you bottom line. There's a good lesson in the following article...

If you're working with a limited marketing budget (and all of us are), you need to make joint ventures an integral element in your marketing program.

You'll find that joint ventures generate inexpensive high-quality leads, and you'll be able to attract more qualified prospects to your Mortgage Business.

This article explains how it would work...

Mortgage Marketing Tip....Are You Giving Your Best Answer To This Common Question?

If you are the least bit outgoing, and have a habit of starting conversations with people, you have undoubtedly been asked a very common question. How you answer this question, will determine if your contact becomes a future prospect, or just walks away unimpressed. This is great advice and well worth reading...

13 Things You Need To Implement In Your Mortgage Business

Although the following article was geared for primarily Internet Businesses, they certainly apply to the Mortgage Business as well. A list of reminders like this is always welcome and worth reading...

The Mortgage Marketing Mistakes We Make...And How To Correct Them

7 Marketing Commandments You Must Follow In Your Mortgage Business

We all know that marketing is the life blood of your Mortgage Business. Without it, your prospect numbers decline, your pipeline becomes less populated, and closed loans become a memory. Follow these seven (7) commandments and your mortgage life could be a lot easier...

How To Use A Countdown Marketing Calendar In Your Mortgage Business

The following concept is a great way to simplify your planning, track all of your projects and goals, and generally make your mortgage life a whole lot easier.

Your Name Tag...Letting People Know You're a Mortgage Person

There are times we forget the little things that make people feel comfortable meeting and talking with us. A simple name tag is the perfect example of this.

It not only identifies who we are...but what we do for a living. You never know who will be your next customer. This article explains it nicely...

A Neat Seven (7) Day Marketing Plan Worth Your Consideration

It happens...we all make marketing mistakes. Thankfully, most of our mistakes are minor ones and allow us to easily recover and go about our Mortgage Business. But, every now and then we commit the ultimate marketing faux pas. This article explains all...

A Mortgage Marketing Lesson Learned From Willy Wonk

People have spoken of it through the ages...Songs have been written about it...Books and articles have been written about it...Movies have been created about it, and...Romantics and poets have immortalized it forever. Yes...we're referring to something that everyone loves...we're referring to chocolate.

Have you ever wished you could look over the shoulder of a mortgage top producer and observe their day-to-day habits and activities.

You probably even have a top producer in mind...don’t you?

They consistently originate mortgages, month in and month out. They’re making good money. They seem somewhat unaffected by market conditions and fluctuations. They’re super organized and use systems that work quite effectively. They make the whole process of generating their mortgage business look sooooo simple and sooooo easy!

Fortunately, because of this newsletter, I’ve had the pleasure of working and communicating with some of the very best Mortgage Professionals in the country. I can tell you what I’ve found.

When was the last time you actually received an inquiry requesting your “free mortgage consultation?” Or, maybe you were using the expanded version of that same offer: “Call me today for a free no-obligation mortgage consultation.”

If you have been in a Wal-Mart in your city or town, you probably have noticed that located inside the store, close to the front of the store and checkout lanes, is a McDonalds.

Why do they do this? For the “Free Traffic,” they receive. They actually take advantage of the traffic Wal-Mart is already getting, and make a nice living doing it. What does this have to do with you and your Mortgage Business? This article explains all...

By fully understanding and implementing the ”rule of three” into your Mortgage Business, you can significantly improve your mortgage marketing results and fill your pipeline.

Success is a combination of factors that when put together in the right sequence creates a force you never thought possible. And amazingly, it's not the same for everyone. It is different things for different people.

Having said that, there is one common thread that acts as the single most important ingredient to your success...without it you'll never ever succeed.

You’ve probably heard the phrase “thinking outside the box” many times before. In fact I’ve often referred to the concept myself. It’s really an important aspect of marketing and when you become really good at this type of thinking, it can improve your mortgage business by simply making it easier to fill your mortgage pipeline.

Exactly what is “thinking outside the box?” I’m not sure there’s an official definition for the saying. However, it’s easy to recognize those that are doing the opposite and thinking inside the box.

The following seven (7) tips apply to every Mortgage Business and are based on real life business experiences and their successful results. The key is finding ways to make these ideas work in your own business. This article explains  all...

If you’ve been in the Mortgage Business for any length of time you know that being seen as an expert in your field always helps. Each of us would call the insurance guy if we needed car insurance...or, the electrician if we needed some rewiring in the garage. We always seek help and advice from those that are knowledgeable, credible, and reputable in their field.

Last week, I was checking my email and I noticed a message from a “Sheldon Uthman.” The subject line of the email simply said “A message from Sheldon Uthman.”

Although I can’t promise you a complete meal in just 30 minutes as does Rachael Ray on the Food TV Network...I can provide you a solution that can help with your mortgage marketing program and your loan originations. Especially, if you can’t find enough time to really do your marketing.

We have all seen it...every now and then someone gets really lucky. It could be someone just like you or I that come up with a truly great idea and before you know it; they’re rolling in tons of money. And yes...people do win lotteries, don’t they?

As you probably know...”The Law of Reciprocity” states that when you give something of value away for free generating goodwill) the recipient is often times grateful and feels obligated enough to give back something in return. This article explains all...

Unless you’ve been living in a cave or under a rock the last few years, you’ve seen first hand how Tiger Woods has become one of the most dominate forces in men’s golf. You’re probably asking...What’s the mortgage lesson you talked about? OK...Here we go! Read the entire article...

They say that a dog is man's best friend. Why? Because dogs have this uncanny ability to love and support their masters at all times, even under the worst of circumstances. It doesn't really matter if it's a good day or a bad day...dogs will still be there. Dogs will bond with their owners and stand by them through thick and thin.

If you could start your mortgage career over...knowing what you know today...would you do anything different this time around?

Interesting question isn't it? Obviously, you can't turn back the clock, but you can move forward with what you've learned plus the following advice touted by other mortgage professionals.

Some years back, these lessons were originally published by Duncan Carver, a well known Internet expert and marketer. They are a great reminder of why we have chosen the Mortgage Business as our career.