“Real estate is the last bastion of caveat emptor.”– anonymous I’ve used that quote twice—to hammer the point home. In real estate transactions, there is risk. The Broker’s role is to help mitigate that risk wherever you can. Caveat emptor is Latin for “let the buyer beware.” You do not want to let your clients […]
“You have to build the machine that will build the machine.” – pete koomen Rewarding a referral source is all about rewarding the behavior, not the result. We all “buy business” in one way or another; however, in this case I am saying that I did not pay any kind of significant kickback to a referral source—not […]
Always Do What You Say You Will Do Do not make excuses, and do not go out of your way to paint a picture of yourself as the hero fixing a problem that a client simply will not understand the nature of. An example is a mortgage commitment document from a lender that had an […]
It is Not About the Money Focusing on how much money you want to make is no guarantee for success. In fact, over the long term it may impede your success. You may be reading this and saying, “Hang on, I thought it was recommended to have a direct income-related goal?!” and you would be […]
Are you interested or committed to new habits, new systems, and new viewpoints, of yourself and of others? […]
Focus your time building on your strengths and invest in experts who excel at the things you don’t. […]
Preparedness, consistencey, and concise, up front communication are all key in this deadline-driven business. […]
Don’t cold call potential mortgage clients. Here are the people you should cold call, and here is what you should tell them. […]
My favourite books on the subjects of excellence, customer service, sales, branding and how people think. Plus one that literally put me to sleep. […]
Are you building or burning bridges? Every interaction, every conversation with a mortgage industry colleague can be one or the other. […]