Broker Magazine articles from January 2000

Broker Magazine archives from January 2000

Finding New Products.(Brief Article)
January 1, 2000... Finding new loan products, or breathing life into old ones, is what brokers are good at doing, and what they have to do to survive. So on first blush, a loan where the originator makes money from points and by selling...

Short Sales: LISTENING YOUR WAY TO SALES SUCCESs.(Brief Article)
January 1, 2000... What do talking and listening have in common when it comes to sales? The unusual link here is that most salespeople do too much of one and not enough of the other, according to Bill Brooks, CEO of The Brooks Group in Greensboro,...

Things to Remember.
January 1, 2000... The next time you make a purchase, observe the salesperson you encounter. 1. How many questions are you being asked? 2. How frustrated are you when you are not given the opportunity to discuss what you want, need or have to resolve? The next...

Not-So-Almighty Dollar.(Brief Article)(Review)
January 1, 2000... Cash is king, right? You need to write a check in order to motivate your sales reps, right? Wrong! That's the message provided by author Dave Worman in "Motivating Without Money - Cashless Ways to Stimulate Maximum Results, Raise Morale, and...

NO PRESSURE.(Brief Article)(Review)
January 1, 2000... Instead of trying to pressure, entice or manipulate a prospect to buy, the approach advocated by author Jacques Werth in his book, "High Probability Selling," involves a salesperson determining whether there is a mutually acceptable...

State-Level Legislative Round-Up.(New York Banking Dept.'s regulations on mortgage lenders)(Brief Article)(Statistical Data Included)
January 1, 2000... New York The State of New York Banking Department recently released a report in which it stated that it has "become aware of abusive lending practices." The report discussed the proposed new Part 41 of the general regulations of the state's...

Paradigm Mortgage Is No. 1.(Brief Article)(Statistical Data Included)
January 1, 2000... Bob Harrell, president and CEO of Paradigm Mortgage Associates Inc., has overseen an impressive subprime success story in the Sunshine State. The 40-year industry veteran opened the business in January 1997 and produced volume of...

Mortgage volume Ranked by B&C Production.(1999)(Brief Article)(Illustration)(Statistical Data Included)
January 1, 2000... (Mid-Year 1999 - A sample) 1st Half % of Vol. $ Amt. in Rank Company Location '99 Vol. Subprime Subprime 1 Paradigm Mortgage Associates, Inc. Jacksonville, FL $178.16 53% $94.42 2 Nefwin Mortgage Group, Ltd. Oak...

The Cover Story: 'Skyscraper' Towers Over New York.
January 1, 2000... When Skyscraper Mortgage Co. of New York City opened its doors in December 1986, it concentrated on serving the super jumbo co-operative niche that dominates Manhattan's housing market. With its original business aim, it would have been...

Dust Off Those Adjustables.(adjustable-rate mortgages)(Statistical Data Included)
January 1, 2000... With interest rates on the rise, adjustable-rate mortgages are becoming the product of choice for many borrowers. The upward trend in mortgage rates has had a dramatic impact on the need for adjustable-rate mortgages. The amount of ARM...

Predicting New Leads.(mortgage firms)
January 1, 2000... Voice mail broadcasting systems, predictive dialers and web technology are among the tools utilized by mortgage industry professionals in transforming leads into volume. Lead generation, like every good marketing plan, has to make sense...

Everything But 'Net.
January 1, 2000... Old habits die hard for mortgage brokers who resist the inexorable march of technology. Mortgage brokers are slow to adopt technology, and the Internet is no exception. While the online mortgage marketplace attracts its share of brokers,...

A Changing Emphasis.(use of Internet based technology by mortgage firms)(Brief Article)(Statistical Data Included)
January 1, 2000... Non-Internet-based technology has been a catalyst for change in the mortgage industry. The Internet's impact on the mortgage industry has been profound. Just consider the fact that the Internet changed the emphasis of mortgage...

Marketing in the New Millennium.
January 1, 2000... A business owner reportedly once said that half of his advertising money was wasted, but he didn't know which half. To the extent that problem persists, figuring out how to allocate ad dollars is key to successful marketing in the mortgage...

'Pete The Dog' Steals the Show in Atlanta.
January 1, 2000... A dog provided the most memorable moment at Home Equity Marketing Conference '99 in Atlanta. No, we're not talking about a pet who accompanied one of the attendees into the Atlanta Hilton & Towers and caused a commotion. We're talking about...

Advertising 'On The Cheap'.(mortgage industry)(Brief Article)(Statistical Data Included)
January 1, 2000... Marketing efforts don't require spending a fortune to be effective. There are six strategies, each costing under $100, that will make your telephone ring. Control and focus the advertising of your home equity business without spending a fortune...

Taking Charge of Change.(mortgage lenders' business in year 2000)
January 1, 2000... As the world rushes headlong into a new millennium, it might be wise to study the specifics of how technology will force changes upon how you approach your business. While change seems inevitable in today's environment, progress...

My Turn.(on mortgage brokers' operations)(Brief Article)
January 1, 2000... A Forum for Brokers with opinions on the industry's hottest Issues Stephen Whipple President AmTrust Mortgage Corp. Atlanta "I find that the best form of lead generation is word of mouth - repeat referrals from existing and past clients....

Contents.
January 1, 2000... Features Cover Story 16 NEW YORK MERGER Neil Bader of New York City's Skyscraper Mortgage Co. discusses the future of the mortgage industry as well as the merger of his firm with another Big Apple giant, IPI Financial Services....

Advertisers' Index.
January 1, 2000... Allied Mortgage Capital 21 Bank One 13 Broker 47 Byte Enterprises 49 Call Center Consulting 43 Centex 9 Contour Software C4 Daily Briefing 45 Debroux 35 Document Systems Inc....