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5 Faces of Sales Call Reluctance

5 Faces of Sales Call Reluctance

Mortgage Executive Magazine, Spring 2016

It is common knowledge that most salespeople around the world are impacted by some level of call reluctance that prevents them from achieving their full potential. I had the privilege of learning...

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What Do Donald Trump and Madonna Have In Common?

What Do Donald Trump and Madonna Have In Common?

National Mortgage Professional, February 2016

Who comes to mind when I say, “The Material Girl?” What about “You’re fired!” If you guessed Madonna and Donald Trump, then congratulations, you are familiar with two of the best self-promoters in the world...

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Change Your Question and You Will Change Your Outcome - Needle Movers

Change Your Question and You Will Change Your Outcome - Needle Movers

Mortgage Executive Magazine, Winter 2016

It is a known fact that we all have the same amount of time every day and yet, how is it some are much more productive than others? From speaking to many top producers and highly successful people over the years, I learned...

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Inside the Mind of a Top Executive - Craig Strent

Inside the Mind of a Top Executive - Craig Strent

Mortgage Banking magazine, December 2015

IN THIS TIME OF TUMULTUOUS CHANGE in the mortgage industry when it comes to regulation and technology, among other things, it is important to stay focused on the opportunities...

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Inside The Mind of a Top Producer - Daniel Arias

Inside The Mind of a Top Producer - Daniel Arias

Mortgage Banking magazine, November 2015

IN EACH OF MY TOP PRODUCER INTERVIEWS, I ASK A VARIETY OF QUESTIONS— including, “What is your customer service strategy?” and “Do you have an assistant or other team members helping you?” In this month’s interview, I...

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Why One Mortgage Business Leader is Making Millennials Her Mission

Why One Mortgage Business Leader is Making Millennials Her Mission

National Mortgage Professional, October 2015

In 2008, I began noticing a trend that has continued to negatively impact the mortgage industry today, and probably will for decades to come. Despite home sales reaching an eight-and-a-half year high and a continuous flow of revenue...

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Inside the Mind of a Top Executive - Rick Floyd

Inside the Mind of a Top Executive - Rick Floyd

Mortgage Banking magazine, October 2015

SUCCESSFULLY NAVIGATING THE RAPIDLY CHANGING LANDSCAPE of our industry involves overcoming extreme challenges even for the most seasoned...

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Go Personal for Powerful Marketing

Go Personal for Powerful Marketing

Scotsman Guide's Residential Edition, October 2015

In a world where you are bombarded with marketing from every angle imaginable, how do you stand out? It can be difficult to get noticed if you are not strategic and well trained in your marketing approach. One key...

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Inside the Mind of a Millennial in the Mortgage Business - Cale Iorg

Inside the Mind of a Millennial in the Mortgage Business - Cale Iorg

Mortgage Banking magazine, September 2015

THE AGING OF THE INDUSTRY’S LOAN OFFICERS is a hot topic in the mortgage business. More managers are turning to millennials as a solution to refuel the workforce. In this special edition of The Right Stuff’s “Inside the Mind of a TopProducer” series, I had the opportunity to interview a millennial loan officer who...

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Live Versus Online Training

Live Versus Online Training

National Mortgage Professional, September 2015

More often than not, I hear countless people state that live training is better than online training. As a company with extensive experiencein both types of training, we are extremely...

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Inside the Mind of a Top Producer - Dennis Duncan

Inside the Mind of a Top Producer - Dennis Duncan

Mortgage Banking magazine, August 2015

AS ONE OF THE LEADING MORTGAGE PRODUCERS in the country, Dennis Duncan has market-proven advice for his fellow loan officers. This summer, he will have closed $2 billion in loans...

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Inside The Mind of a Top Producer - Richard List

Inside The Mind of a Top Producer - Richard List

Mortgage Banking magazine, July 2015

FROM THE BEGINNING, Richard List, a senior loan officer with Cherry Creek Mortgage in Colorado Springs, Colorado, has known the secret to becoming a...

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Inside The Mind of a Top Producer - Andrew Marquis

Inside The Mind of a Top Producer - Andrew Marquis

Mortgage Banking magazine, June 2015

NINE YEARS INTO HIS MORTGAGE CAREER, Wade Betz says he has found his true calling. After jumping around to different sales jobs after college, he found both the mortgage business and his current employer, Richardson, Texas–based Guardian Mortgage Co. He also found success, and this interview...

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Inside The Mind of a Top Producer - Wade Betz

Inside The Mind of a Top Producer - Wade Betz

Mortgage Banking magazine, May 2015

NINE YEARS INTO HIS MORTGAGE CAREER, Wade Betz says he has found his true calling. After jumping around to different sales jobs after college, he found both the mortgage business and his current employer, Richardson, Texas–based Guardian Mortgage Co. He also found success, and this interview...

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Inside The Mind of a Top Producer - Michael Stallings

Inside The Mind of a Top Producer - Michael Stallings

Mortgage Banking magazine, April 2015

MOTIVATED BY THE RESPONSIBILITY to impact people’s lives and their legacy, Michael Stallings is a senior mortgage banker and top producer for HomeBridge...

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Inside The Mind of a Top Producer - Keith Renno

Inside The Mind of a Top Producer - Keith Renno

Mortgage Banking magazine, March 2015

KEITH RENNO, SENIOR LOAN OFFICER at Wintrust Mortgage’s headquarters in Valencia, California, in the Greater Los Angeles area, entered the mortgage in- dustry when he was just 19 years old. He made the calculated choice to walk away from a college baseball scholarship to team up as a loan officer with his...

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Inside The Mind of a Top Producer - Matt Garcia

Inside The Mind of a Top Producer - Matt Garcia

Mortgage Banking magazine, February 2015

MATT GARCIA IS A SENIOR LOAN OFFICERin the Greater Atlanta area for Dallasbased Supreme Lending, and began originating loans in 2011. Fast-forward two and a half short years later, and he has earned a place in Supreme Lending’s President’s Club...

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Top Six Traits of 2014 Top Producers

Top Six Traits of 2014 Top Producers

Mortgage Banking magazine, January 2015

THE NEW YEAR IS HERE! Now is a great time to reflect on the past year and create those resolutions—whether it’s to hit the gym a little bit more, explore a new hobby or take your business to the next level. While considering the past year in my own life, I thought of the incredible top producers I have had the privilege of interviewing for my monthly column here at Mortgage Banking magazine.

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Inside The Mind of a Top Producer - Rosella Campion

Inside The Mind of a Top Producer - Rosella Campion

Mortgage Banking magazine, December 2014

WITH THE CHILLY DECEMBER WEATHER UPON US, I was lucky enough to be warmed by the incredible spirit and passion of Rosella Campion of Mortgage Master Inc. during this month’s top producer interview. ¶ As the senior loan officer and founding manager of the South End branch in Boston, Campion provides 20 years of experience...

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Inside The Mind of a Top Producer - Cindy Laffey

Inside The Mind of a Top Producer - Cindy Laffey

Mortgage Banking magazine, November 2014

EIGHTEEN YEARS AGO, Cindy Laffey, currently branch partner and topproducing loan officer for Inlanta Mortgage in Overland Park, Kansas, was working as a retail banking center manager for Bank of America (BofA). Her office shared space with the mortgage department, and Laffey regularly referred...

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Inside The Mind of a Top Producer - Keith Coolahan

Inside The Mind of a Top Producer - Keith Coolahan

Mortgage Banking magazine, October 2014

KEITH COOLAHAN, SENIOR LOAN OFFICER WITH CITIZENS BANK, is a resort home specialist serving the Jersey Shore as well as his client’s primary home needs in the greater Philadelphia area. As the third-oldest of nine children, he was raised in...

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Inside The Mind of a Top Producer - Ashley McKenzie-Sharpe

Inside The Mind of a Top Producer - Ashley McKenzie-Sharpe

Mortgage Banking magazine, September 2014

ASHLEY MCKENZIE-SHARPE, SENIOR LOAN OFFICER at Fairway Independent Mortgage Corporation in Winston Salem, North Carolina, is an energizing breath of fresh air. After starting out in the mortgage industry as a loan officer assistant...

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The Time is Now

The Time is Now

Mortgage Banking magazine, November 2013

No matter what the market is doing, there will always be circumstances— whether in your professional or personal life—that can affect your business. The key is to remember defining times can create unbelievable opportunity incredible focus and a platform to launch the success of those who are truly ready.

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Sage Advice

Sage Advice

Mortgage Banking magazine, August 2013

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Powerful Presentations, Powerful Results

Powerful Presentations, Powerful Results

Mortgage Banking magazine, September 2013

WITH PURCHASE BUSINESS BEING THE FOCUS for most loan officers, a fast start to building a pipeline is by making presentations. Conducting group presentations is a great way to promote yourself if you know a proven formula for successfully conducting them. There is truly an art and science behind effective presentations.

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Is Your Online Presence Delivering Results?

Is Your Online Presence Delivering Results?

Scotsman Guide Residential Edition, November 2013

Unless you’ve been living under the proverbial rock for the past several years, you probably understand that social media — if used correctly — can be a powerful tool for your business. But with so many choices, so little time and so much advice from the countless social media experts, where do you begin?

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Death by Sales Meeting

Death by Sales Meeting

Mortgage Banking magazine, October 2013

“IT’S THAT TIME AGAIN,” says a frustrated loan officer. “I could be getting so much done if I didn’t have to go to this sales meeting.” The hour he’s dreaded since last Monday morning is now 5 minutes away. ¶ At the other end of the office is a branch manager quickly putting together an agenda for the meeting.

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