Creating a Referral-Based Business – Part 2

Posted October 9th, 2009

For the last month I have had the good fortune of speaking at a number of events across Canada sponsored by Genworth Financial, Merix Financial and Macquarie Financial. The intent of this cross-country “MGM Road Show” was to allow real estate and mortgage professionals to come together under the same roof to foster stronger working relationships. Having a foot in both industries makes me uniquely suited to understand the challenges both groups are experiencing.

I realized early in my real estate career that if I had a strong relationship with great mortgage professional I could close more transactions. I went in pursuit of such an individual and the person I chose was not only well networked in the community, but had the experience to know how to package my sales properly so lenders could appreciate my clients. Not only did my income go up, but I no longer had to babysit any of my deals after the offer was accepted so I
had more time to prospect for new business. It was a win-win relationship because both of our volumes went up, we both created a professional image, and our clients receive an exceptional level of service so our repeat and referral business increased. In my travels around the continent it is apparent that many relationships between the real estate and mortgage communities are a mixture of love and hate. My best advice to you (more…)

Mortgage – Two Sides To Our Business:

Posted August 4th, 2009

There are two main functions that mortgage professionals must master in order to have a truly successful business. Most people are good at one, but the truly exceptional salespeople are good at both. The first is “finding” the opportunity and the second is “closing” or asking for the order. (more…)

Getting The Most Out Of Your Website

Posted June 7th, 2009

One of the questions I hear often after teaching a Leader’s Edge class is “would you please look at my website and give me your opinion?” Please keep in mind that I am not a technology “guru” but I would like to share a few key tips which will help you with creating your website, or giving your current site a makeover. (more…)

Cool Innovations For Mortgage Brokers

Posted May 7th, 2009

Technology is changing the way we are doing business. Every time I think there is nothing left todiscover, some genius somewhere on the planet comes up with another fabulous idea. I am amazed at how rapidly the changes are taking place, and I have to admit, it can be exhausting trying to stay on top of it all, which is why I am dedicating this month’s tips to bringing some of these unique tools to your attention. (more…)

Relationships Are The Name Of The Game:

Posted April 7th, 2009

Last month I wrote about how the market has shifted and how we need to shift with it. This month I want to identify where to look for new business since the business is not where it once was. Some of the core principles for building a book of business: (more…)



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