Having these systems rooted in your subconscious as part of a natural and consistent process will pay massive dividends for your mortgage business. […]
Habits and Systems
Your Customer Relations System
Build the vital habit of inputting key metrics about your mortgage clients. You will value the aggregate data years from now. […]
Patience Is Practice
Life grants us many opportunities to practice patience. PACT is the way to do it. […]
Chapter 26 — Revenue: Budgets and Brokering
For a Mortgage Broker, a two-page business plan you can glance at daily will keep you on course. Here’s what mine looked like. […]
Chapter 61: Mortgage Fraud
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. […]
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. […]