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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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Itisastonishingthatmoresalesprofessionalshavenotdiscoveredtheonethingthatwillinsurealongandprosperoussalescareer.Infact,thisonethingwillinsuresuccessinalmostanyfieldofendeavorthatinvolvespeople.Wanttoinsurerepeatclients?Wanttoseesalesgroweveryyearofyourcareer?Wanttorisetothetopinthecorporateworld?Wanttogrowyourbusinesseveninadownmarket?Dothisonethingandyouarealmostguaranteedsuccess! The&quo...[阅读全文]
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Therearetwodestructiveforcesinthelivesofpeoplethatfeedoffeachotherandwhenbotharepresent,theyworkasachainreactionleadingtowardfailureanddisappointment.Thegreatnewsisthatifwecanformulateaplantoeliminateoneoftheseforces,theotherwilldisappearinmostcasesandwegetatwoforone!Unfortunately,mostpeoplegetthesetworeversedandattackthewrongone.Asaresult,theymakeverylittleprogresstowardtheirdreamsandgoals.Thefir...[阅读全文]
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Thebrandnewloanofficer(ortheexperiencedone)comesbackintotheofficeexcitedaftermakingsalescalls.HeorshegotameetingwithatopRealtor,wasabletotalkaboutallofhisorherproductsandservices,andthemeetinglastedalmostfortyminutes.TheloanofficerleftbrochuresandtheRealtorevencommented,"Iwillbesuretolookoveryourinformation."Weeksgobyandthereisnocontact.Theloanofficerevencallsseveraltimes,butthereisnoreturncall.Wh...[阅读全文]
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Oneofthemostpowerfulwaystoreachyourcustomerandprospectbaseisthroughdirectmail.Whenmostpeoplehearthewords"directmail,"theythink"junkmail."Thisisthemailthatgoesintothetrashandnevergetsread.Thisistrueinsomecasesbecause:1)thereceiversalreadyknowwhatitcontains,and2)theyalreadyknowtheyarenotinterested.Howdotheydeterminethis?Fromtheoutsideenvelope!Ifyouuseattractivepostcards,oranenvelopethatdoesnotgiveaw...[阅读全文]
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Idonotwanttogointoallofthebadnewsinthepress,thenumerousfailuresofbanksandmortgagecompanies,orthefactthatFannieMaeandFreddieMacarebarelyhangingon.Wecanfindmultiplereasonswhyloanofficersarenotproducing.Thereisnoquestionthesearedifficulttimesandmanyloanofficersdidnotprepareforthedisappearanceof"easybusiness."Easybusinessisdefinedastheloansthatsimplycomeyourway.Theincomingcallsfromprospect...[阅读全文]
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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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Ifsomeoneaskedyoutonameeveryoneyouknew,chancesarethatthelistwouldbeprettyextensive.Infact,therewouldbehundredsofnames,perhapseventhousands.Thesecontactswouldbeinallwalksoflife,fromplumbersandbusdriverstoattorneysandaccountants.WhenIworkwithabrandnewloanofficeroranexperiencedloanofficerwhohasgottenawayfromthebasicsofsales,thisisoftenourstartingpoint:thelist.Wedonotjustcomeupwithnamestosendlettersto...[阅读全文]
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FannieMaehastighteneditsunderwritingguidelinesto
preventhomeownerswhoarepreparingtodefaultontheir
mortgagefrompurchasingamoreaffordablehomewith
Fannie-guaranteedfinancing.
Topreventthesebuy-and-bailschemes,Fannieisrequiring
theborrowerswhoareproposingtorenttheirhometoshow
theyhave30%equityintheproperty,acopyofthelease
agreement,andareceiptforthesecuritydeposit.
Usua...[阅读全文]
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(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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