Friday, September 3, 2010

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Refinancing

Is Pain the Only Motivation for Customers?

December 21, 2009

Image by Getty Images via Daylife We often hear, “look for the pain point” in learning to sell. Is that always the magic to getting the sale? Skip Anderson, of Selling to Consumers is not so sure. He has written a smart little article reminding us there are other reasons consumers buy. Looking for More [...]

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Open-ended Questions to Start the Sales Conversation

November 18, 2009

Image via Wikipedia Have you ever tried to get someone to talk to you by pelting them with endless statements about you–how great you are, how much you are better than others, or how successful you are going to make them? No, of course not. Ironically, that is precisely the technique we use to sell [...]

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Aged Mortgage Data, The Most Versatile Internet Lead

October 14, 2009

Image by k-ideas via Flickr I am continually amazed by the innovation of customers. Some of the most creative are those that buy aged mortgage data. These buyers are a diverse bunch. I thought it might be interesting to you to see who some of these buyers are and why they buy aged mortgage leads, [...]

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Managing Your Mortgage Refinance Boom

May 9, 2009

Image by Getty Images via Daylife The multitude of government programs and stimulus packages has sparked another refinance boom. How are you managing this opportunity? Are you getting the job done? Are you positioning your client database for the future? The last mortgage implosion should teach us a little about smartly managing opportunity. Managing Opportunity [...]

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What is More Important Lead Age or Filter?

May 7, 2009

Image by TheTruthAbout… via Flickr Purchasing aged leads is like any other marketing technique. It requires trial and testing. One of the biggest questions in determining your aged lead buying strategy is weighing the importance of age versus targeting. Aged leads inherently present you with an additional variable in your marketing equation–time. Customer Targeting Finding [...]

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Mortgage CRM, Customer Loyalty or Referral System?

April 28, 2009

Image by k-ideas via Flickr One of the biggest fallacies in the mortgage CRM business is that you are creating a customer database for repeat business. The fact is that 70% of mortgage customers couldn’t tell you the name of their mortgage broker on their last transaction days later. That simply means that every customer [...]

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Record Low Mortgage Rates, Loosening Credit Standards-Get Aged Leads

April 9, 2009

Image via Wikipedia Thanks to continued Fed actions, like buying more mortgage-backed securities and long-term treasuries, mortgage rates have been driven down to historic lows. These low rates means lots of customers that need to refinance mortgages ready to reset or simply wanting a lower payment. But, how are you going to find these ideal [...]

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