Image via Wikipedia I stumbled into a great website and resource for improving your sales process: JustSell.com. Certainly, check out the entire site. I particularly liked this article on Opening Statements. In this article the author talks about a framework for creating an effective opening statement: 1. Creating immediate interest and energy 2. What are [...]
Open-ended Questions to Start the Sales Conversation
Image via Wikipedia Have you ever tried to get someone to talk to you by pelting them with endless statements about you–how great you are, how much you are better than others, or how successful you are going to make them? No, of course not. Ironically, that is precisely the technique we use to sell [...]
Are Servicers Forgoing Loan Modifications for Foreclosure for Profits?
Image by respres via Flickr A recent report “Why Servicers Foreclose, When They Should Modify, and Other Puzzles of Servicer Behavior,” from the National Consumer Law Center (NCLC) seems to indicate that another record month of foreclosures is the result of servicers taking the more profitable road. This report makes the case that foreclosing on [...]
Understanding DTI for Loan Modifications
Image by quaziefoto via Flickr I know from my clients that loan modifications are still a booming business. And one of the most critical components is understanding a borrowers debt-to-income ratio. More simply how much “qualifying” debt are they paying every month compared to their monthly income? This apparently simple calculation can get very complex. [...]
Is the Regulatory Environment Changing Your Business?
Image by Getty Images via Daylife I am curious what the general sentiment is on this topic. I hear a lot of my customers having to make adjustments because of all of the regulatory changes. There’s HVCC, loan modification rule changes, increased mortgage licensing requirements, robocall bans, and a host of other changes that target [...]
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