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THE ONE THING-- Mortgage Coach Series(ZT)
(2008-09-20 22:22:07)
Itseemseveryonewantsthe"magicbullet."Theywantthe"onething"thatwillpropelsalestounbelievablelevels!Mostpeoplearehopingthe"onething"willquicklychangetheirlackofproductiontoaseaofopportunity.Inmytrainingclasses,Ihavealwaysbeenreluctanttoevergiveanideaorconceptthat,byitself,wouldproducefantasticresults.Well,Ihavechangedmymind!Inthisarticle,Iamgoingtogivethe"onethin...[阅读全文]
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OVERFLOWING WITH BUSINESS!--Mortgage Coach Serious (ZT)
(2008-09-20 22:20:34)
Itisastonishingthatmoresalesprofessionalshavenotdiscoveredtheonethingthatwillinsurealongandprosperoussalescareer.Infact,thisonethingwillinsuresuccessinalmostanyfieldofendeavorthatinvolvespeople.Wanttoinsurerepeatclients?Wanttoseesalesgroweveryyearofyourcareer?Wanttorisetothetopinthecorporateworld?Wanttogrowyourbusinesseveninadownmarket?Dothisonethingandyouarealmostguaranteedsuccess! The&quo...[阅读全文]
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TWO FOR ONE -- Mortgage Coach Series(ZT)
(2008-09-20 22:18:52)
Therearetwodestructiveforcesinthelivesofpeoplethatfeedoffeachotherandwhenbotharepresent,theyworkasachainreactionleadingtowardfailureanddisappointment.Thegreatnewsisthatifwecanformulateaplantoeliminateoneoftheseforces,theotherwilldisappearinmostcasesandwegetatwoforone!Unfortunately,mostpeoplegetthesetworeversedandattackthewrongone.Asaresult,theymakeverylittleprogresstowardtheirdreamsandgoals.Thefir...[阅读全文]
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SALES IS A TWO-WAY STREET--Mortgage Coach Series(ZT)
(2008-09-20 22:17:15)

Thebrandnewloanofficer(ortheexperiencedone)comesbackintotheofficeexcitedaftermakingsalescalls.HeorshegotameetingwithatopRealtor,wasabletotalkaboutallofhisorherproductsandservices,andthemeetinglastedalmostfortyminutes.TheloanofficerleftbrochuresandtheRealtorevencommented,"Iwillbesuretolookoveryourinformation."Weeksgobyandthereisnocontact.Theloanofficerevencallsseveraltimes,butthereisnoreturncall.Wh...[阅读全文]
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THE SECRETS OF DIRECT MAIL-- Mortgage Coach Series(ZT)
(2008-09-20 22:14:33)

Oneofthemostpowerfulwaystoreachyourcustomerandprospectbaseisthroughdirectmail.Whenmostpeoplehearthewords"directmail,"theythink"junkmail."Thisisthemailthatgoesintothetrashandnevergetsread.Thisistrueinsomecasesbecause:1)thereceiversalreadyknowwhatitcontains,and2)theyalreadyknowtheyarenotinterested.Howdotheydeterminethis?Fromtheoutsideenvelope!Ifyouuseattractivepostcards,oranenvelopethatdoesnotgiveaw...[阅读全文]
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BEATING BAD TIMES!-- Mortgage Coach Series(ZT)
(2008-09-20 22:11:14)

Idonotwanttogointoallofthebadnewsinthepress,thenumerousfailuresofbanksandmortgagecompanies,orthefactthatFannieMaeandFreddieMacarebarelyhangingon.Wecanfindmultiplereasonswhyloanofficersarenotproducing.Thereisnoquestionthesearedifficulttimesandmanyloanofficersdidnotprepareforthedisappearanceof"easybusiness."Easybusinessisdefinedastheloansthatsimplycomeyourway.Theincomingcallsfromprospect...[阅读全文]
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IT IS TIME -- -- Mortgage Coach Serious(ZT)
(2008-09-20 22:03:05)

IwaswalkingthroughtheoldterminalattheDetroitAirportafteralongdayofsalestrainingforaclient.Iwasapproachingtheshoeshinestandandlikemostofusdo,IwaspreparingforwhatIwouldsaywhenthegentlemanasked,"Howaboutashine?"Ithoughtaboutsaying,"Nothanks,I'minahurrytocatchaplane,"or"Nothanks,nottoday."Well,tomysurprise,hewalkedtowardme,lookeddownatmyshoesandsaid,"It'stime!"...[阅读全文]
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WHO DO YOU KNOW? -- Mortgage Coach Serious(ZT)
(2008-09-20 21:59:22)

Ifsomeoneaskedyoutonameeveryoneyouknew,chancesarethatthelistwouldbeprettyextensive.Infact,therewouldbehundredsofnames,perhapseventhousands.Thesecontactswouldbeinallwalksoflife,fromplumbersandbusdriverstoattorneysandaccountants.WhenIworkwithabrandnewloanofficeroranexperiencedloanofficerwhohasgottenawayfromthebasicsofsales,thisisoftenourstartingpoint:thelist.Wedonotjustcomeupwithnamestosendlettersto...[阅读全文]
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Fannie Moves to Curb 'Buy-and-Bail' Schemes -- ZT
(2008-06-26 11:23:11)
FannieMaehastighteneditsunderwritingguidelinesto
preventhomeownerswhoarepreparingtodefaultontheir
mortgagefrompurchasingamoreaffordablehomewith
Fannie-guaranteedfinancing.
Topreventthesebuy-and-bailschemes,Fannieisrequiring
theborrowerswhoareproposingtorenttheirhometoshow
theyhave30%equityintheproperty,acopyofthelease
agreement,andareceiptforthesecuritydeposit.
Usua...[阅读全文]
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Freddie Prices RefNotes
(2008-05-22 00:20:06)
FreddieMachaspriced$4billionof3.750%five-year
ReferenceNotesdueJune28,2013,and$4billionof
2.875%two-yearReferenceNotesdueJune28,2010.
Thefive-yearissue(CUSIP:3137EABM0)waspricedat
99.991toyield3.751%,69basispointsmorethan
five-yearTreasurynotes,thegovernment-sponsored
enterprisesaid.
Thetwo-yearissue(CUSIP:3137EABL2)waspricedat
99.973toyield2.887%,53bpsmorethantwo-y...[阅读全文]
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