The Newsletter for the Top Mortgage Originators

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Mortgage Industry Buyer's Guide

The 2008 edition of the Mortgage Industry Buyer's Guide has been launched.
Click here to see nearly a thousand listings in hundreds of categories.

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Default Management

The top default management firms are here.
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For online listing info for the Buyer's Guide, Call Steve at 866-752-7966 or send an email to steven.gallego@sourcemedia.com

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Guest Column

How To Stand Out When Sitting On A Panel

By Karen Susman

If you're invited to speak on a panel with other leaders in your field, don't pass up this opportunity to look like a big Kahuna. Panel participation takes unique preparation. Otherwise, you won't shine. Either high wattage leaders will snuff out your light, or you'll blaze so brightly, the audience will wonder why you think you're so hot.

When you are invited to speak, first ask:

1. What's the theme and purpose of the meeting and the specific topic of the panel?

2. Who else will be on the panel? Contact the other panelists. Discuss their appearance goals and individual viewpoints.

What We're Hearing

By Paul Muolo

This week we present a special treat; a sneak peek at Paul Muolo and co-author Mathew Padilla's book "CHAIN OF BLAME: How Wall Street Caused the Mortgage and Credit Crisis."

I first met Angelo Mozilo, the co - founder and CEO of Countrywide Home Loans, 20 years ago. It’s hard to put an exact date on it, though I do remember the first time he came to my Washington office on G Street two blocks from the White House. He was dressed in a dark gray suit, and was wearing a white shirt with a blue collar and a red tie. It was the kind of shirt that investment bankers wore when they appeared on CNBC (FNN) to discuss the vicissitudes of the stock market. Later on I would learn that Angelo was none too fond of investment bankers, though he did like the shirts they wore. (He also was a big fan of CNBC.)

Making the Sale

Survey Finds Consumers Want More Help From Movers

By James Comtois

While the U.S.'s economic turmoil continues to keep consumers on edge and home sales slow, the moving industry is seeing marked changes in consumer attitudes, found a survey from Relocation.com. The survey findings produced some key insights about moving hot spots in the U.S., how the housing and mortgage crisis is impacting moves and consumer opinions about using a professional mover.

Approximately 80% of consumers starting their real estate and moving research online. "With the typical summer moving season spike, our monthly traffic is indicating similar patterns. However, we are seeing a general up-tick in online searches for moving services that is reflected in the survey feedback," said Greg Hebner, chief executive of Relocation.com. "The heightened sensitivities consumers are feeling about the economy and their motives for moving are showing a stronger need for superior customer service support from the moving industry."

Success with Subprime

By Brian Sacks

Brian Sacks, mortgage expert, branch manager, trainer, and speaker gives advice on how to increase sales and improve your business. This week's article: How to Have Clients Calling You To Do Business

Let's recap our journey, we have set realistic goals & created a plan for implementing them.

We now know that we are selling a service not a price and that our reputation is critical to our long term success. The next several issues will deal with the "journey" (trip to Kalamazoo) itself.

Are you tired of driving (make cold calls) yet? Then why not put the car on cruise control (Become the expert in a niche and let everyone know it)?

We've been talking about how important it is to establish and maintain a sterling reputation if you want to be successful in the long run. Without a doubt, honesty, diligence, and trustworthiness are essential attributes. However, there is another critical aspect of the image you need to develop in order to be truly successful: You need to be knowledgeable. I'll even go further than that - people must perceive you as the guru of your chosen niche, and you truly must be. You need to become - and become known as - the expert.

Why? What's so critical about developing expertise? Can't you "get by" just being competent and dependable? Of course you can, but I doubt that you are reading this to learn how to just "get by." If you did, I'm sorry but I don't have any pointer for you. We're aiming higher here. This is all about developing your highest potential and teaching your ultimate goals. Becoming the expert is an important step along the way.
Read on...

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