Some clients may think that bending the rules to get their mortgage is “no big deal,” when in reality it is your livelihood as a Mortgage Broker on the line. […]
Chapter 61: Mortgage Fraud
Is that Work or Mission Creep?
Many people believe they “work” 60 hours a week, though their browser history and mobile phone records would likely indicate otherwise. […]
Chapter 43: Scripts Gone Wrong
My verbal script had fallen into a rut of repetition. And clearly my brain had shifted into cruise control. Four years after the event my face is still reflexively flushes a bit just recalling it. This was one of my all-time highs, as in the heights of stupidity. […]
Chapter 36 Part 2 — What’s Your Best Rate? Handy Scripts
When asked “What’s your best rate?” here are some scripts to set you up as the reliable mortgage expert. […]
Chapter 36 — What’s Your Best Rate? The Opening
Beware of anchoring yourself to a mortgage-rate number. Answer the question, but insert a comma and talk about related topics. […]
Chapter 75: Incoming Client Documents
Do not be a drag on document processing. Be the facilitator of a smooth process. Documents review, retitling, saving and forwarding should be a top-three priority at any time. […]
Social Media for Mortgage Brokers
An excerpt from Volume 1 of Be the Better Broker. Should you have a presence on LinkedIn, Facebook and Twitter? What about other social media outlets? The answer is yes, a professional presence. Even your personal presence should be professional. Of course we all have real lives, with hobbies, quirks, funny friends, unique family members. […]
Ch. 22 Heuristics (vs. Shortcuts)
An excerpt from Vol. 2 of Be the Better Broker. Heur-what-stics? As defined by Wikipedia, a heuristic technique, often called simply a heuristic, is any approach to problem solving, learning or discovery that employs a practical method not guaranteed to be optimal or perfect, but sufficient for the immediate goals. When an optimal solution is […]
Ch. 48 Friends & Family as Clients
“I can’t believe my best friend/sister/mother/cousin (etc.) did not work with me!” […]
The Stories We Tell Ourselves
The stories we tell ourselves are often out of alignment with reality. Whether it is a tale of roses & rainbows or doom & gloom, rarely do our best, or thankfully our worst fears come to fruition, and even when it seems as though they are the peaks and valleys are typically very brief. With […]