Broker Magazine articles from November 2000

Broker Magazine archives from November 2000

Issue date notice.
November 1, 2000... December 2000/January 2001

Not in This State.
November 1, 2000... I heard a contrarian view recently that will be welcome news to brokers, who have been hard-pressed recently on the topic of predatory lending. Karen Suter, New Jersey's banking commissioner, said that after holding a series of hearings...

Sell What People Want and Need: Short Sales: A collection of information and motivation from other sources you can tap.
November 1, 2000... Bill Brooks, sales trainer and author, says it isn't true that people buy strictly based on what they need. Rather, he says, "people buy the end result that they want rather than the product or service they may need." The consumer will buy...

Save Those Stamps.
November 1, 2000... Looking for a new job? Well, a survey of executives developed by OfficeTeam, a Menlo Park, Calif., staffing firm, found that nearly half of the respondents (48%) said their company's preferred way to receive resumes is via e-mail. This is up...

The Secret of High Speed Change.
November 1, 2000... Paul Lemberg has five tips for business owners for transforming their company into a high-performance, high profit enterprise. These all come from his book, "Faster Than the Speed of Change." 1. Have bigger problems. "Small challenges...

Time Management.
November 1, 2000... Sara Vasura, director of client education for GE Capital Mortgage Insurance Co., Raleigh, N.C., shows how to improve one's time management. A big way to save time - doing the task properly when it is done the first time. Ms. Vasura noted...

Core Values Bring Success in Selling.
November 1, 2000... Michael Crow is the author of the book, Intentional Identity: How to have everything you want in two days...or less! He notes "the most effective strategies are always those that utilize our strengths, knowledge and expertise, and are...

Succeeding Face to Face.
November 1, 2000... Whether meeting with one person or many, how you present yourself can be the difference between success and failure. No matter how popular the Internet becomes, the most important factor in attracting new business will remain face-to-face...

When 'Clients' Aren't Quite Ready to Be Customers.
November 1, 2000... Your phone rings. It's a brand new client calling to tell you that they're looking for information on how to get a residential mortgage. Good, right? New clients are wonderful. New clients translate into new business and revenue. Revenue...

Mortgage Brokers Speak Out on Dealing with the Public.
November 1, 2000... David A. Dunham, president of Long Grove Mortgage Bancorp, Illinois: "We never, never, ever try to move to get rid of the client." Marty Pellerin, office manager, The Mortgage Warehouse, South Carolina: "I spend more time doing credit...

Originator Struggle Continues.
November 1, 2000... Half the nation's top 20 mortgage brokers saw their origination volumes drop in 1999 compared with 1998, while two others saw no growth. Anecdotally, 2000 is not shaping up any better than last year. During the first part of the year,...

Top Mortgage Brokers.
November 1, 2000... Most See big dropoffs (part 1 of 2) Company Location L.J. Melody and Co. Houston, TX Prism Mortgage Corp. Chicago, IL Skyscraper Mortgage Co. ...

Broker talks to New Jersey originators, who are wondering how they're going to make money in the current lending climate.
November 1, 2000... BROKER: The Banking Commissioner, Karen Suter, said she has found no pervasive pattern of predatory lending in New Jersey. What is your reaction and how do you get that message across to consumers, who think predatory lending is a huge problem...

Roundtable Participants.
November 1, 2000... Gary Lehnes, first vice president, branch development, Ivy Mortgage, Branchburg, N.J. He is the current secretary of the New Jersey League of Mortgage Lenders. Tom Margiotta, president and owner of Concorde Mortgage, Wayne, N.J. He is the...

GETTING ORGANIZED: Your desk isn't messy, as long as you know where everything is.
November 1, 2000... To many mortgage originators, getting organized for the day's work is one of the most important and carefully reviewed aspects of their profession. Consider Terry Gordon, the president of First Funding Corp., San Jose, Calif. He claimed he...

Organizing Your Business.
November 1, 2000... To get their businesses organized, nowadays brokers rely more and more on new technology and specialized software often developed by the mortgage lenders they do business with. Homecomings Financial Network, a wholly owned subsidiary of...

Heard it Through the Grapevine.
November 1, 2000... Big topic in our chatroom: What has happened to the B&C market? DIMITRI: I do not understand what has happened. The B/C market used to be a great resource for all the bad credit deals, and to me they made sense because they were always...

There Is Strength in Numbers.
November 1, 2000... Net branches allow top originators to concentrate on selling, while the home office takes care of the back office. You'd be hard put to come up with a better visualization of the net branching concept than Mike Hillman's. "We provide the...

Net Branching Companies.
November 1, 2000... Allied Mortgage Capital Corp. Location: Houston Number of Branches: 602 States: 49, plus two U.S. territories American Pacific Mortgage Corp. Location: Roseville, Calif. Number of Branches: 21 States: 1...

Franchising Success: It really is up to you to make your net branch work.
November 1, 2000... If I buy a major fast food franchise will I become a millionaire? If I open a Net Branch will that make me successful? Well, in the case of the first question, my research of a major fast food company that sells hamburgers and has a...

The Psychology Of Borrowing: Analyzing your customers is the key to making a successful sale. And you don't need a couch to do it.
November 1, 2000... Though the mortgage industry is becoming more technologically advanced, the broker's biggest key to success is still intuitive- understanding the psychology of the individual borrower that walks through the door. How a borrower behaves,...

Ask the Experts: The nation's best sales people on the industry's hottest issues.
November 1, 2000... This Month's Question: What do Brokers do to get organized? Frank Clement President of C&G Mortgage, Huber Heights, OH. "What is the best way to get organized? Hire a personal assistant, a very good one. That's the only best way....

Advertisers' Index.
November 1, 2000... Aames Home Loans 37 Aether Systems, Inc. 7 Alliance Funding Cover 3 Bank One 1 Citicorp Mortgage 13 Contour Software Cover 4 Countrywide 39 Doc Magic e Forms 29 Document Systems 3...