Broker Magazine articles from June 2003

Broker Magazine archives from June 2003

Tom's Marketing Truths.(Tom Peters)
June 1, 2003... It is unusual to get marketing words to live by from a member of the military services. The chief of staff for the United States Army, Gen. Eric Shinseki, made the oft-quoted remark, "If you don't like change, you're going to like irrelevance...

How To Be A Confident Business Socializer.(Brief Article)
June 1, 2003... Barbara Pachter, author and communications expert, said socializing is an important business skill. It's an opportunity to meet people and have people get to know you outside the traditional office setting. And that's important because people...

Postcard Newsletters Inexpensive Sales Tool.(Newsletters-To-Go publishes "Little Nudges")(Brief Article)
June 1, 2003... The head of a newsletter creation firm said if you want to give your customers the personal touch, e-mail is not the way to go. Newsletters-To-Go of Vancouver, Wash., has created "Little Nudges," newsletters which are printed on postcards...

Top Ways to Anger Your Customers.(Brief Article)
June 1, 2003... Almost everyone is familiar with the statistic that it costs five times as much to acquire an existing customer than it does to keep an old one. Yet, said Louise Anderson, president of Anderson Performance Improvement Co., "All too many...

Fueling Productivity with Trust and Teamwork.(Brief Article)
June 1, 2003... Joe Phelps, president of The Phelps Group, a Santa Monica, Calif.-based marketing and communications firm, said the same level of success the military achieved in Operation Iraqi Freedom can be achieved in a business through the power of...

Delegate, Delegate, Delegate.(Brief Article)
June 1, 2003... Most of the top performing mortgage originators believe the secret to their success is being able to delegate nonessential tasks. Now a survey of corporate chief financial officers backs up their views on being effective through delegation....

Projecting the Proper Attitude.(with your appearance and voice )(Brief Article)
June 1, 2003... Recently, marketing expert Art Sobczak was in the Seattle airport waiting to connect to his third flight of the day. "To get to my tiny commuter plane I had to take the airport train for what seemed like a journey across the entire state of...

Developing a Strategy: Frost-Abraham Seminar will teach originators how to create a plan.(Greg Frost and Jay Abraham heading seminar at the Mortgage Masters University)
June 1, 2003... Final preparations are underway for the Mortgage Masters University to be held at the Mandalay Bay Hotel in Las Vegas on August 13, 14 and 15. Headlining the show will be top mortgage producer Greg Frost and leading sales advisor Jay Abraham....

Upcoming Sales and Marketing Conferences.(Calendar)
June 1, 2003... This calendar of events contains a number of key events worth noting: the NAMB Annual Convention has traditionally been a key meeting of industry leaders. June to October 2003 June 14-17 Annual Convention & Expo National...

Putting the Closing Package Together: When it comes to making the mortgage process simple, ABN AMRO thinks it has a winning package. The question is, will everyone be doing it like this someday soon?
June 1, 2003... There's a sea change coming for the mortgage business. The uncertainty that has long been part and parcel of the process of applying for and closing a home loan will begin to fade away, leaving customers with an unfamiliar sense of calm and...

RESPA Reform: For and Against.(Real Estate Settlement Procedures Act)
June 1, 2003... Undoubtedly, many industry participants are standing by, waiting to see exactly what HUD will do about RESPA before they commit to a course of action. In general, waiting is not a bad strategy when you're talking about the typically slow pace...

Other Bundling Solutions Coming.(Dorado's SourceMaster, a next generation platform for the mortgage industry)(Brief Article)
June 1, 2003... While ABN Amro was the first lender to bring a GMP-like product to market, a number of companies have since mobilized to provide alternative solutions to the market. At this year's MBA Technology in Mortgage Banking Conference, Dorado and...

Collecting Data: The early returns have Volpe on top.(Editorial)
June 1, 2003... Since Broker began publication back in 1999, our June/July issue had always been dedicated to a listing of the top- producing mortgage brokers. However, we had been noticing certain trends, one of which is that many mortgage brokers have...

Top Mortgage Producers in 2002 (Preliminary List).(Illustration)
June 1, 2003... ($ in Mils) (part 1 of 2) Rank Broker's Name 1 Jon Volpe 2 Jack Lieberman 3 Greg Frost 4 Robert Moulton 5 Craig Strent 6 Bob Forman 7 M. Nichols 8 ...

S&P Surprises Lenders: Decision not to rate certain pools cuts new predatory law support.(Standard & Poor's Corp.)(New Jersey Home Ownership Security Act)(New Mexico Home Loan Protection Act)
June 1, 2003... NEW JERSEY Lack of Clarity About the Issue New Jersey Governor James McGreevey signed into law the Home Ownership Security Act last month, a predatory lending bill which is being described as having the toughest restrictions on...

Shifting Sands of HE Lending.(National Home Equity Mortgage Association Conference roundtable discussion)(Panel Discussion)
June 1, 2003... Our Roundtable discussion at the National Home Equity Mortgage Association Conference in Palm Desert, Calif., talks about the issues this business faces. LEW: Can you tell me how state and local predatory lending laws have affected your...

Boomer Brokers Retiring Later: There are plans available for those who haven't saved enough money for the end of their career to catch up.
June 1, 2003... Like many American workers of the Baby Boom generation across every industry and profession, brokers age 50 and older, see retirement looming on the horizon but are far short of the savings needed to quit work or lead a life of leisure. ...

Ask the Experts: The nation's best sales people on the industry's hottest issues.(Jonathan Thomas, Kevin Duplain and Greg Kundinger on retirement planning)
June 1, 2003... This Month's Question: What preparation have you done for your retirement? Jonathan Thomas President Customer One Mortgage Corp., Annandale, VA "As much business as we are doing right now, as much as we are in the office,...

The Incentive Show: Better marketing tools than donuts for Realtors.
June 1, 2003... Tired of bringing donuts to your real estate agent, builder, attorney and other sources? Are your customers trashing the magnetic calendar you send out each year? As always, The Incentive Show, held annually in New York, has the latest in...

Bi-Weekly Loans: Do They Save Money?: It is not as simple as writing a check. There are financial planning issues to consider.
June 1, 2003... When talking about the pros and cons of a bi-weekly mortgage payment programs, some mortgage brokers resemble movie critics debating a controversial film on TV. That means listening to arguments and giving it "thumbs up" and/or "thumbs down."...

To Quote or Not to Quote: A mortgage broker faces a Hamlet-like dilemma over whether or not to give a GFE.(Good Faith Estimate)
June 1, 2003... Blaine: I wanted to get some advice from the 'Vine. Got a client today who wanted me to give him a Good Faith Estimate for a $130K conventional refi. I told him that it would be impossible to give him exact figures without payoff info, escrow...

Output Management: It is not just for the big boys; mortgage brokers can benefit as well.(output management software)
June 1, 2003... You've been there before. Your brokerage is in the middle of printing out its monthly run of statements, but there is a problem. Halfway through the run the printer has jammed. You're stuck. You interrupt your IT staff from their...

Downpayment Assistance: New pool of homebuyers can help lenders' bottom line.(American Dream Down Payment Fund)
June 1, 2003... Despite persistently bad economic news, many mortgage lenders are seeing some surprisingly good numbers - and it's not just low interest rates that explain their good fortune. A new pool of buyers has entered the single-family mortgage...

Do You Pay for Leads?: A veteran broker seeks the opinion of our online community about this controversial issue.
June 1, 2003... McC: If you have been in business a number of years, it makes absolutely no sense to have to buy new leads. Your best and cheapest leads come from marketing to your past customers. You have already sold them on you; now all you have to do...

Using Voice Broadcast: Targeted messages help brokers close the sale.
June 1, 2003... With interest rates low and real estate prices high, it makes it an interesting time to be a mortgage broker. In order to be a top producer, you must be able to constantly bring in new customers - and get your past customers to come back. But...

Helpful Hints.(on telemarketing for mortgage brokers)
June 1, 2003... Following are some quick tips to ensure that your broadcast communications will be received well: * Be Targeted: Some consumers have a negative feeling toward telemarketing, so it is important that you keep your call list targeted to...

Stopping Fraud: The head of AppIntell talks about the company's latest fraud experiences.(Stephen Gott, AppIntell Inc.)
June 1, 2003... THE FRAUD EQUATION Opportunity + Low Risk of Detection + Minimal Consequences = FRAUD Mortgage fraud as well as every other type of financial industry frauds, occurs when there is a perception by the perpetrators that there is...

Broker Loan Database.(Illustration)
June 1, 2003... (part 1 of 4) Min FICO Program Name Lender 399 Forbearance Bailouts Eastern Savings Bank 399 Foreclosure Bailouts Eastern Savings Bank 399 Mortgage...

Palmer Making Marketing Pitch: Plans to roll-out broker marketing campaign at NAMB.(Jim Palmer)(National Association of Mortgage Brokers)
June 1, 2003... Baltimore is not only the host city for this year's National Association of Mortgage Brokers convention, it is also where Jim Palmer starred in his Hall of Fame pitching career (albeit not at Camden Yards, next door to the Convention Center,...

Advertisers' Index.
June 1, 2003... Aames Corp. 41 Advantage Investors Mortgage 13 Aegis Mortgage Corp. 29 Altair Data Resources 49 Ameriquest Mortgage Cover 4 Appintell 25 Byte 10 Calculated Industries 12 Center Point Internet...