TABLE OF CONTENTS
Scroll down to see all the articles on the site today
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The way you respond to problems, challenges, setbacks and general bad news says more about you than you probably realize. It’s also a pretty good predictor of where you’ll be a year from now.
A comprehensive look at the factors that allow some loan originators to succeed in the worst market conditions, while others flounder and fail.
And some specific suggestions as to what you can do to increase your resourcefulness and dramatically improve your results
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It has been said that “desperate times call for desperate measures.” That would explain a lot of the extreme anxiety I see in loan originators who are frantically looking for the Holy Grail of Mortgage Lending: The Easy Way to Close More Loans ...
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What am I, a Marriage Counselor?
A loan officer client writes:
 I have another strategy session scheduled on Saturday. Wish me luck, should be interesting. The wife wants to move but the husband absolutely does not.
-- What am I, a marriage counselor?
Read more ...
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The Difference Between Hype and Performance 
In this article, Bob debunks the idea that there is a “magic marketing pill” that will automatically make you successful. He explains why fundamental marketing principles call for a deeper understanding of what your clients really want, and shows you how to prepare yourself to offer them something your competitors are not offering – something your clients really want – and how to actually deliver on the promises you make.
The Difference Between Hype and Performance
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Sales & Marketing Blog
by Coach Bob Williamson
NEW POST!!! How to Turn Lemons into Lemonade. Bob looks at the most recent mortgage and real estate market data and comes up with some surprisingly sweet lemonade -- for those who have the courage to try it!
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How You Can Get a Free, Private 1-Hour Coaching Session with Bob Williamson
 Are you a loan officer or manager looking for sales & marketing training to improve your productivity?
Now you can get a free coaching session so you can find out for yourself whether coaching will help you reach your production goals.
To find out more, click here.
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| Existing Home Sales Fall, Inventories Rise
According to the National Association of Realtors, existing-home sales fell for a second month in a row during April, while inventories surged. Home resales fell to a 4.89 million annual rate, a 1.0% decrease from March's revised 4.94 million annual pace. The median home price was $202,300 in April, down 8.0% from $219,900 in April 2007.
These conditions provide a dramatic and unprecedented opportunity for loan originators who understand the market realities and are prepared to take bold action to capitalize on them. To find out how you can become a top purchase loan originator in your market because of the current environment, go here.
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Producing Results 
When your results aren't what you want them to be, ... the first place to look is in the mirror.
Producing Results
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Back to the Purchase Market: Creating Satisfying, Productive Relationships with Realtors
In this article, Bob explains how loan originators can establish mutually satisfying relationships with Realtors. After reviewing the reasons why agents typically have little respect for loan officers, he shows you how to identify the right agents, and how to approach them with a joint marketing program Realtors will respond to.
Back to the Purchase Market: Creating Satisfying, Productive Relationships with Realtors
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Interview with Bob Williamson
In this interview, Bob gives an overview of his system for “Mastering Your Market” – becoming the pre-eminent lender in your local market area
Interview with Bob Williamson
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 The "Don't Give Up" Form
Every loan officer encounters people who want to buy a home, but cannot currently qualify. How you handle this kind of situation says a lot about both your character and your business sense.
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Effective Management 
Ever wonder why people don't always do what you want them to do?
Some answers here: Effective Management
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What It Takes to Succeed in Sales 
Using a personal story from his own experience, Bob identifies one key to success in selling – without which no one can ultimately be successful.
What It Takes to Succeed in Sales
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 Read about Bob's new book, Winning the Purchase Market -- and learn how to become the top purchase market originator in your area by doing it the old-fashioned way -- by being one heck of a lot better than your competition at finding Home Buyer Clients and giving them what they really want. Find out about this revolutionary approach to doing Purchase Business in today's troubled real estate market here.
 Free Online Seminar:
How to Succeed in This Terrible, Awful, No-Good, Lousy Market
by Bob Williamson
Can you answer these questions?
- We all know about problems like the "credit crunch", the oversupply of inventory in the housing market, and declining home values. But how do these factors actually create big opportunities for mortgage originators?
- Who actually benefits from these market conditions -- and how can you find these people?
- What do you have to do to create a steady flow of qualified leads in today's market?
- What is the one, simple decision you could make about how you position yourself in your market that would make you the obvious choice for anyone seriously thinking about buying a home -- regardless of what your competitors offer?
- How can you make qualified homebuyer prospects insist on meeting with you so you can take their loan application?
- What could you do that would guarantee that your clients enthusiastically promote you to their family and friends, without your having to "bribe" them in any way?
If you want to know the answers to these questions, watch this free video of my seminar, How to Succeed in This Terrible, Awful, No-Good, Lousy Market.
Find out how Coach Bob can help you build a thriving, successful mortgage origination business regardless of market conditions. Click here. More here.
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