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Every loan officer dreams of the realtor or client who calls you up on the phone and says, "I have heard such great things about you and I would really like to work with you."
You know that when that happens, more than half of the work involved in turning this opportunity into a closing has already been done for you.
But in the real world, in the vast majority of sales situations that you find yourself in, that realtor or prospective client is nowhere near as welcoming.
Your challenge is to turn that person who, in the beginning, is standoffish, or sometimes even downright distrustful -- into someone who sees you as a solution to their problems, or an opportunity to get more of what they want, or both.
And make no mistake: this is a huge challenge. People are bombarded daily with advertising and sales messages. How can you stand out in the middle of all that noise and actually inspire people to want to work with you? Click here to watch the video
After a review of the latest trends in the mortgage industry and the housing market, Bob lays out a set of opportunities that loan originators can capitalize on in the year ahead.
Video in 3 parts, approximately 45 min. total time.
Click here to view webinar
Sales & Marketing Tools
New Tool for Your Homebuyer Prospects & Clients:
One of the best ways to demonstrate your expertise and build an image of yourself as a trusted advisor to your homebuyer prospects is to provide them with educational information they can use.This is a free report you can send or give to clients or prospects who are getting ready to buy or sell a home. It provides them with a list of questions they can ask when they are in the process of choosing a real estate agent to represent them.
Another way to use this tool: share this article with your Realtor Partners and offer to role-play/coach them on how they respond to these questions. To read this report (and download it as a Word document for your own use), click here.