Loan Officer Sales Strategies And Mortgage Marketing

"I just wanted to thank you for putting together a professional, top-notch website. I joined today as a member of Battlecall and I have browsed the website and it is packed full of helpful information. I am fairly new in the mortgage business and this site will really help me out. Keep up the good work and I will spread the word to my mortgage buddies."
Chris Johnson, Loan Officer

"Hi Rob, there is so much here it's going to take me a while to go through it all. Wow great stuff!!!"
Charles Larkin, New Loan Officer

"The templates and marketing campaigns will prove extremely useful I'm sure. I can't wait to start using them in my marketing campaigns as I go out on my own under my own license and will keep you up to date on everything as I go."
Mike Martel, Senior Loan Officer

"This site is a tremendous resource. Rob, you've done a good job here. Bravo! :-)"
Nancy Duby, Former Processor Now A Loan Originator

"Rob, I love your new Battlecall site and your Sink Or Swim Loan Closing System that I purchased."
Ryan Loesch, Loan Officer

"I am so happy to have found your web-site. I'm changing careers and the site is a wonderful resource. Thank you Rob, be well."
Sukey Dominguez, New Loan Officer

"Hey Rob, I just wanted to drop you a line personally and tell you how great I think your site is. The monthly fee is far outweighed by your content and training tools. I mostly browse the forums but have posted once or twice. I wanted to just say thanks in advance."
Mike Colagrossi, Senior Loan Officer

"I am new to your site and this information looks fantastic."
Chris Rosenbergen, Loan Officer

"Just a note to let you know that I feel your website is very informative. Thank you for your attention to detail and value added service you are providing us loan officers in the field. Your efforts to provide this at about a dollar or so a day per member is literally pushing the envelope to new extremes compared to other training I have purchased. Best of days to you."
Brian Furey, New Loan Officer

"Your site "battlecall" is awesome and is the only mortgage site that I will subscribe to, real value and thanks a million."
Jackie Hotchkiss, Licensed Mortgage Broker

"Thanks for picking up the torch here. Coming up with fresh marketing materials and good sales copy is something I think a lot of us always intend on doing, yet rarely find the time to see through. Thanks for the support. This site is great!"
Nathan Canning, Loan Officer

"I love your site and your info and your enthusiam, thank you!"
Debby Eller, Loan Officer

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Loan Officer Sales Strategies And Mortgage Marketing

This department covers sales and mortgage marketing techniques to help you generate new business and covert more loan prospects into actual borrowers. The best salespeople in the world are only as good as their last loan closed. So, don't take your foot off the pedal...use these resources to help accelerate your mortgage business and catapult yourself into top producer status!

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DOWNLOAD = Chock-Full 51-Page Mortgage Business Plan And Mortgage Marketing Plan With Full Financials And Revenue Forecasts

Feel like you're shooting in the dark? In order to succeed in the mortgage business you've got to have an organized war plan. Here, hot off my fax is a chock-full 51-page business plan from an actual mortgage company, obtained through government records. Inside are a full description of the business, industry and market analysis, marketing plan, management plan, operations plan, financial plan, risk assessment and contigency plans. As well as full appendicies of financial forecasts and 5-year revenue predictions. This plan was obtained through public domain sources but as a courtesy all identifying information has been blacked-out. Many of you warriors have been asking for a detailed step-by-step business plan, so I called a few sources and they delivered the goods. This resource alone should be worth a few extra thousand dollars in your pocket. And if you are starting a mortgage company of your own and need a business plan template, this is an absolute must! Enjoy! This resource is in Adobe PDF format. . . . read more

DOWNLOAD = Lowest Rate Not Always Best Flyer

Here's a funny but serious flyer you can use to help stop the rate shoppers we're all plaqued with. Many times people think that you're just a commodity and don't realize that there are many different interest rates for every situation. As a broker, you've got access to hundreds of loan programs and lenders. You aren't just a middle man--you're a valued trusted advisor and need to be treated like such! Think about it...buying a home is the biggest investment of a person's life and isn't something to be taken lightly. Use this flyer to inject a bit of humor into the sales process and a well needed reality check. Prospects will see it and immediately know that you are a person who cares deeply about their financial future. Feel free to modify to suit your needs. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Think Again Prospect Flyer

Here is a great flyer I've used to successfully prospect clients that have been turned down elsewhere or may have gotten discouraged with the loan process. Oftentimes even if a person is rejected once, they think they'll never be able to qualify for a mortgage anywhere else. WRONG! As loan officers, you know that there's a loan out there for almost anyone. And if you can find them a good deal that fits their situation...you will. After all, it's about helping your customer and then helping yourself stay in business. Use this flyer to "reactivate" these serious prospects and generate new business. Feel free to edit and modify to suit your needs. You can easily make changes and include your name and contact details so prospects can easily find you. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Powerful Postcard Lead Generator

Many of you have been asking about some of my marketing methods and templates I use. Here is a powerful postcard lead generator I use in conjunction with my lead site. It's a 4 x 6 postcard stuffed to the brim with hot buttons and keywords designed to get attention. Couple this with your own lead generation website and you'll have a powerful combination. Postcards are a cheap, effective way to market yourself and they don't cost a lot of money. Why spend for the envelope and letter? It may never get opened. But, a postcard MUST be read, even if it's heading for the trash. Now, that's powerful! Feel free to edit and use as part of your own website campaigns. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = A Deadpan Simple FSBO Sales Script For Loan Officers Targeting For Sale By Owner Properties

FSBO's (For Sale By Owner) properties, I think, are one of the best kept secrets in the mortgage industry. There's a reason why you never hear much about them and that's because they are VERY LUCRATIVE prospects. Think about it. A person decides to sell a home themselves but they don't know how?! They get hit with droves of unqualified buyers and waste time pandering to tirekickers. If you the mortgage broker can relieve them of this stress, then every prospect that walks in the door is a potential borrower for you. . . . read more

DOWNLOAD = How To Drum Up Business From People In Your Past, A Referral Letter For Green Pea Loan Officers

Here's an easy way to generate referrals from past clients, friends and who have you. Remember me? That's something you might say to a former business colleague, associate or friend. But, how do you introduce yourself again after so many months and years? Here is an excellent letter we drafted for a fellow warrior to use as a starting point to letting everyone know what business they are in and how being a mortgage broker can help. Feel free to edit as needed. It helps "green peas" break the ice! This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Sales Script For Use With Call Capture Technology And When Calling Back On A Specific Property

If you use any sort of call capture telephone software, you'll need a reason or better yet a script to help you call the customer back. Don't fumble over your words and not know what to say. You'll lose the lead and waste all the money you've already spent on the call capturing technology. Here is an excellent call capture script you can use which is specific to the property they are calling on. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = How To Get Your Spanish Speaking Mortgage Customers To Understand By Using These Spanish Sales Scripts For Loan Officers

If you live anywhere near the border, you know that the Spanish speaking mortgage market is one hot tamale! Here is an excellent sales script that helps put the fire back in your mortgage pipeline. Don't know Spanish? No problem. Use these mortgage catch phrases and comprende! Both you and your prospect will be on the same page. . . . read more

DOWNLOAD = Our Version Of An ARM Conversion (Adjustable Rate Mortgage) Prospecting Letter That Warns Of Things To Come And Generates Callbacks

A fellow Battlecall warrior recently sent us his version of an ARM (adjustable rate mortgage) conversion letter. We took his letter and made it one better with our own Battlecall spin. It's where you target people who are in variable loans and try to convince them to refinance into a fixed interest rate before their loan adjusts. This is a huge market right now and I would even venture to say that it is even bigger than the current purchase market. With all of those low ball, teaser and exotic rates out there...many of these borrowers will be panicking when time is up! That's where you come in, super hero loan officer to refinance them into a fixed rate and save the day! Bravo! . . . read more

DOWNLOAD = Seal The Deal Follow-Up Mortgage Sales Call Scripts For Loan Officers Presenting Multiple Loan Presentations And Assuming The Sale

Most sales aren't made on the first call. Oftentimes it takes many multiple phonecalls and presentations before you win the customer over. In this series of sales scripts, you'll learn some of the best ways to present your case to the client no matter the situation. On a follow-up sales call, the hard part is already done...the prospect has let you in and is willing to talk to you. Now, it's up to you to close the deal. . . . read more

DOWNLOAD = 33 Free Real Estate Reports You Can Sell And Market With (Great For Call Capturing)

Here are 33 great reports on real estate covering the home buying process, home inspections, first time homebuyer questions, things to look out for in any real estate deal and much, much more. We've used these reports as templates in many of our emails when trying to keep in touch with borrowers, offering them free information. They come in a text based format in a zip file and can be easily modified and edited to suit any purpose. Use them as the basis for your company brochures, call capture free reports or what have you. This resource is in a Zip file format. . . . read more

DOWNLOAD = Trusted Advisor Mortgage Shopping Worksheet

Are you afraid of your competition? You shouldn't be. When you are upfront with your customers, educating them and helping them get the the best deal given their situation, the competition issue becomes irrelevant. Here is a great mortgage shopping worksheet that covers all the bases for your clients when looking for a loan. . . . read more

DOWNLOAD = Bare-Bones Payment Calculator

Here is another great tool from my files. This little Excel spreadsheet doesn't look like much, and frankly it isn't. But, when you just need to generate a quick rate for a 1st and 2nd mortgage and want to see how the pricing will affect the customer's monthly payments, it does the job. It will also calculate the monthly difference between two price points, a useful feature for when the customer is considering paying points to "buy" the interest rate down. Enjoy this little calculator, it may be small but if you use it right...it can be powerful! This resource is in Microsoft Excel format. . . . read more

DOWNLOAD = Voice Dialer: A Handsome Male Voice To Help You Generate New Leads, #2

Here is another handsome male voice you can use in all of your automated dialer calls. For targeting a locality, these are perfect for churning out a decent return on the money invested. If you've ever gotten one of these phone calls then you know what I mean. They can be highly effective because they are short, sweet and to the point. Give Mr. Dialer a try on your next phone campaign and see how it works. . . . read more

DOWNLOAD = Complete Rebuttal & Objection Sales Scripts For Loan Officers, Mortgage Brokers & Mortgage Bankers

We all know that people have been subconsciously trained to automatically say "no" at the first chance. Don't let customers stop you from making the sale. The first "no" is really the green light to keep on moving. Here are some great sales rebuttal and objection scripts you can use to overcome these hurdles and move onto the real business--getting more loans in the door. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Consumer Crusader Brochure Pack 2

One of the easiest ways to create trust is to be there for your borrowers as a resource, no matter what they need. I've used these consumer brochures from government agencies as free handouts when a client has a question on something relating to real estate, their mortgage or just running a home. They've always thanked me for my willingness to go the extra mile and it helps them to remember me in the future (think referrals). Every couple of months or so, I pass one of these brochures along and it makes them think of me again! A great referral strategy you can use too and it costs nothing. Now that's a price any mortgage warrior would love! :-) Brochure Pack 2 Includes: Healthy Lawn Healthy Environment, Drinking Water From Household Wells, The Great American Home Safety Check, Selecting A New Water Heater, Propane Prices What Consumers Should Know. This resource is in a zip file format. . . . read more

DOWNLOAD = Save Deals Before They Die Letter

If you're about to lose a hot deal and see your commission check just walk away, it's imperative that you do everything you can to save it. I just hate it when I put all this effort into something and the customer doesn't respond or simply dissapears not returning phone calls. This usually means that another broker may have gotten in touch and stolen them away. Is all fair in love, war and making a mortgage living? Use this "about to walk away" letter to reiterate your case and the benefits of doing business with you. If you can save even just 1 loan using this tactic, it's worth an additional $3,000 to $5,000 for you. Not bad for a quick email. Feel free to edit as you see fit. I've highlighted the most important part in yellow. This is the actual email I use and now it's part of your fight back arsenal. Onward warrior! This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Sold & Closed Weekly Goal Tracker

In order to succeed in this business, you've got to monitor your progress weekly. Yes, selling loans is important, but more important are how many loans you close. The only loans that count are the loans that fund. Those are the only ones you will be paid-on. Oftentimes, loan officers and sales people like to brag about their "numbers", but in reality how many of these "big" deals make it to the closing table? Use this weekly tracker and let the actual numbers tell the REAL story. This resource is in Microsoft Excel format. . . . read more

DOWNLOAD = Customizable Borrower's Handbook

Building trust with your borrowers is the fastest way towards getting the sale. If you want to close more loans in less time you have to first overcome the BIG HURDLE. And that's getting the prospect to listen to you and actually believe you. Here is a great customizable book which you can edit and use to educate your borrowers. Here is an excerpt from the description: "This book covers the basics about buying your first home. It is designed to answer commonly asked questions and provide clear definitions of terms you may be unfamiliar with." This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Loan Proposal Email Letter Template #1

Everything here in the office is as automated as possible. That includes every contact and communication we send out to the borrowers. Here is loan proposal template #1 we use when we email a quote to a mortgage customer. We try to emphasize the benefits of working with us and hit the customer's hot buttons based on the feedback they gave us in the initial phone conversation. Obviously, depending on market climate and type of loans you offer, these letters should be adjusted accordingly. They do, however, provide you with something to get started with that you can change yourself without reinventing the wheel. There are 3 total in the series, so be sure to look for them here on Battlecall. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = How To Get Your Foot In The Door With Real Estate Agents, By Using A Simple Letter That Plays Up The "Greed" Factor

Real Estate agents are funny people. They always think they have the upper hand on the home purchase. But, little do they know that it's really YOU, the mortgage broker, that controls if the deal lives or dies. The truth is, although their ego's are bigger than a prize-winning watermelon at the State Fair, I think deep down they're scared. Every realtor I've ever known has been in a panic on every deal. . . . read more

DOWNLOAD = Mortgage Loan Scenario Pricing Spreadsheet

Why spend money on gizmo software when you just need a simple loan pricing engine? Don't spend thousands of dollars elsewhere. Here's a nifty little tool that helps you automatically calculate the numbers and price loans out effectively between scenarios. It's a little basic, but perhaps that's all you need. This resource is in Microsoft Excel format and is available here in our download library. . . . read more

DOWNLOAD = Short And Sweet Intro Letter

Sometimes the most powerful things come in small packages. When time is short and you need to send a quick email out to your prospect list, use this email template as a conversation starter. Believe it or not, some customers respond better to an email than they would a phone call. Couple this with your own lead generation website and you'll be able to price and quote the loan scenario on your first phone call back! Top producers have been using my 2-part contact method for years and now you can too! This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Loan Officer Sales Script For ARM Conversion Loans When Date Is Unknown But Trouble Looms

Here is a mortgage sales script you can use with any ARM (adjustable rate mortgage) loans that you may come across. Oftentimes, customers in these loans know they are in "trouble" as the loan will adjust but don't know when that will happen. Use this script along with the 1003 sales script and you will have an easier time of converting them. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = An ARM (Adjustable Rate Mortgage) Conversion Letter From A Fellow Battlecall Warrior

The great thing about mortgagebattlecall.com is that it is a true members community. Everyone here helps each other out and it shows. Here is a great ARM (adjustable rate mortgage) sales letter a fellow warrior sent me. It's well written and he is going to use it in an upcoming campaign. We also took his letter and rewrote it giving it the battlecall touch, so be sure to also look for that here on the site. Enjoy! . . . read more

DOWNLOAD = Mortgage Loan Proposal Email Letter Template #2

Everything here in the office is as automated as possible. That includes every contact and communication we send out to the borrowers. Here is loan proposal template #2 we use when we email a quote to a mortgage customer. We try to emphasize the benefits of working with us and hit the customer's hot buttons based on the feedback they gave us in the initial phone conversation. Obviously, depending on market climate and type of loans you offer, these letters should be adjusted accordingly. They do, however, provide you with something to get started with that you can change yourself without reinventing the wheel. There are 3 total in the series, so be sure to look for them here on Battlecall. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Loan Proposal Email Letter Template #3

Everything here in the office is as automated as possible. That includes every contact and communication we send out to the borrowers. Here is loan proposal template #3 we use when we email a quote to a mortgage customer. We try to emphasize the benefits of working with us and hit the customer's hot buttons based on the feedback they gave us in the initial phone conversation. Obviously, depending on market climate and type of loans you offer, these letters should be adjusted accordingly. They do, however, provide you with something to get started with that you can change yourself without reinventing the wheel. There are 3 total in the series, so be sure to look for them here on Battlecall. This resource is in Microsoft Word format. . . . read more

7 Marketing Methods For Real Estate Coaches And Other Professionals
You shower, shampoo, dress your best, check to see if you have plenty of business cards, drive about an hour, introduce yourself by saying "Hi, I'm Mary and I'm a coach" and the other person says, "Hi, I'm Jack and I'm a coach, too!". You meet more coaches than you knew existed. How do you get business when you are surrounded by what may be perceived as your competition? . . . read more

Unconventional Ways To Approach Realtors Without Donuts
One of the questions I get asked over and over again, is how to best approach realtor offices. Aren't they the ones with purchase loans? They hold the key, right? Yes, they do. But, why should they just "give" you loans? What's in it for them? . . . read more

DOWNLOAD = Mortgage Cold Call Sales Scripts For Loan Officers To Open The Conversation, Part 1

Here is a great cold call mortgage sales script you can use to open the conversation. This is number 1 of a 6 part series of cold call scripts for loan officers. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Still Looking For Financing Letter

Here's another great introduction letter/email you can send out to your mortgage prospects. I used this letter for a while when we used to buy Internet leads until moving onto my lead site. This letter works because it is short, sweet and to the point. I've added a nice hook at the end with the "P.S." to help lure those curious rate shoppers in. Feel free to modify to suit your needs. Enjoy! This resource is in Microsoft Word format. . . . read more

6 Reasons Why People Will Commit To Your Mortgage...Or Maybe Not!
Have you ever wondered why someone would purchase one television brand over another? Or why they would purchase one car manufacturer's vehicle over another? . . . read more

9 Reasons Why You Need A Personal Mortgage Website
It is estimated that there are 60 million internet domain names registered world-wide. The number of websites is projected to be more than 500 million within ten years. These numbers alone should make every Mortgage Professional sit up and take notice of what is happening on the Internet. . . . read more

How To Become Known As "The Mortgage Information Person" In Your Local Market
As you may know, I'm a huge advocate of providing related information to mortgage customers, prospects, and contacts. The objective is to position ourselves as someone who is always willing to help others with the mortgage information and knowledge that we have learned. . . . read more

Fast Track Your Mortgage Marketing...Work With Real Estate Investors
If you're like me, you're probably sick and tired of all the media attention given the current "doom and gloom" situations in the areas of Mortgage and Real Estate. Foreclosure numbers are at a historic high with even higher numbers being projected in the months ahead. Major Lenders are closing their doors. . . . read more

What Is an Autoresponder...And Why Does Every Mortgage Professional Need One?
For those of you that currently have a mortgage website, or those that are contemplating putting one on the Internet...you'll soon realize that although your website/host does a great job of handling your incoming email (receiving, redirecting, forwarding, etc.)...out-going email is usually not a part of the package. . . . read more

How To Set Up A Professional Mortgage Email Address
As you know, I recommend that you never use a free personal email address for your mortgage business. You know...the email addresses that end with hotmail.com, yahoo.com, aol.com, gmail.com, or whatever. . . . read more

5 Words You Should Never Use In your Mortgage Marketing Material
Ever wonder how many advertising messages we are exposed to in any single day? Here are my search results: Each of one of us is exposed to an average of 3,000 advertising impressions per day. To tell you the truth...there are some days when I feel that I've received that many advertising messages by noon time. . . . read more

The Ten Commandments Of Mortgage Marketing
No...The following Commandments did not come from any mountain, nor were they carved on clay tablets, but they have been known for countless years by Mortgage Professionals. Smart marketers have followed these common sense commandments because they know it will lead them directly to The Promised Land. . . . read more

Your Auto-Reply Email Function...How to Irritate Mortgage Customers and Alienate Prospects
In my opinion, Mortgage Professionals that use the "Auto-Reply" option that's available in most email programs are making a huge marketing mistake. For those of you not familiar with this little option, let me explain. . . . read more

Why Niche Marketing Makes Sense for Mortgage Professionals
If you are currently struggling in your mortgage business or relatively new to the field of loan origination, you might want to consider changing your marketing tactics and concentrating on a specific niche. . . . read more

Are You Really Putting The Law Of Reciprocity To Work In Your Mortgage Business?
As you probably know..."The Law of Reciprocity" states that when you give something of value away for free generating goodwill) the recipient is often times grateful and feels obligated enough to give back something in return. This article explains all... . . . read more

Are Spiders Affecting Your Mortgage Marketing Results?
Yes...there are bugs that can affect your marketing and you don't need a pest exterminator to resolve the problem. Now, if you're a little lost at this point that's OK...this article is definitely for you and may explain why you're not generating any mortgage leads from your website. . . . read more

DOWNLOAD = Mortgage Cold Call Sales Scripts For Loan Officers To Open The Conversation, Part 6

Here is a great cold call mortgage sales script you can use to open the conversation. This is number 6 of a 6 part series of cold call scripts for loan officers. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Cold Call Sales Scripts For Loan Officers To Open The Conversation, Part 5

Here is a great cold call mortgage sales script you can use to open the conversation. This is number 5 of a 6 part series of cold call scripts for loan officers. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Cold Call Sales Scripts For Loan Officers To Open The Conversation, Part 4

Here is a great cold call mortgage sales script you can use to open the conversation. This is number 4 of a 6 part series of cold call scripts for loan officers. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Cold Call Sales Scripts For Loan Officers To Open The Conversation, Part 3

Here is a great cold call mortgage sales script you can use to open the conversation. This is number 3 of a 6 part series of cold call scripts for loan officers. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Cold Call Sales Scripts For Loan Officers To Open The Conversation, Part 2

Here is a great cold call mortgage sales script you can use to open the conversation. This is number 2 of a 6 part series of cold call scripts for loan officers. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = General Mortgage Sales Script For Use With Call Capture Technology And When Calling Back On An Unknown Property

If you use any sort of call capture telephone software, you'll need a reason or better yet a script to help you call the customer back. Don't fumble over your words and not know what to say. You'll lose the lead and waste all the money you've already spent on the call capturing technology. Here is an excellent call capture script you can use which is general and used when a specific property has NOT been found yet. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Sales Script For Adjustable Rate Mortgage ARM Conversion Prospects, Otherwise Known As The Ticking Timebomb Market

If you're looking for a quick and easy opening for targeting the Adjustable Rate Mortgage (ARM) market, here is an excellent cold call sales script you can use. With the purchase market slowing down and refinances dead in the water, the only loans left are "exotic" loans such as interest only, or ARM conversion loans (otherwise known as ticking time bombs). Here's how you can approach this segment of the market and "scare" them enough to consider the consequences if their loan adjusts. This resource is in Microsoft Word format. . . . read more

15 Low Budget Ways Of Marketing Your Mortgage Business
Whether you're new to the mortgage business or an old experienced hand at it...one challenge that is always there is...how to inexpensively get the word out about your mortgage business and generate new prospects and customers. . . . read more

12 Things Every FSBO Needs and Every Mortgage Professional Can Provide
Targeting the For Sale by Owner (FSBO) market is without a doubt, one of the easiest avenues to mortgage success available today. Most mortgage people fail to tap the FSBO market because of a lack of knowledge and a lack of marketing tools. . . . read more

DOWNLOAD = Great Loan Officer Sales Scripts Filled With Every Comeback, Rebuttal And Objection Stopper You Can Think Of To Stop Your Borrowers Cold

Every loan officer needs to know what to say to a prospect if they ever have any chance of making the sale. In these loan officer sales scripts, you'll find a list of some of the most common comebacks, rebuttals and objection stoppers that will hit your prospect cold! Borrowers have been trained to throw their hands up and cross their arms. "NO!" is the all too common response. But, you warrior, don't take "NO!" for an answer. These mortgage sales scripts will tell you what to say so you can win the sale once and for all! This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Your First Impressions Count Email

You never get a second chance to make a first impression. This advice is even more prudent when dealing with Internet leads where you don't always get to meet the customer face to face. How you approach and make your initial introduction can have a lasting effort on the entire loan process. Here is a letter from my private files that successfully opens the conversation and sets the stage for what could only be called a smooth loan closing and another happy customer. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = After Closing Letter For Referrals

The easiest sales you can get in the mortgage business are referrals. We all love those. But, how do you ask for them? Use this letter on every loan file you close and always be sure to follow-up with the customer to discuss their experience. Not only can you learn from them, but you reinforce your image as a valued trusted advisor for going the extra mile. This letter is sure to be a winner in more ways than one! Best of luck! This resource is in Microsoft Word format. . . . read more

Data Base Mining Systems
Your database is an overhead contributor so doing more is not necessarily the answer. Your database is a foundational lead generator, customer pleaser, and exit strategy. Doing nothing has you accomplishing the production standard of "just getting by." Like all other real estate strategies that I have systemized, this foundational system of the mega real estate agent is one of your highest priorities for business planning. . . . read more

DOWNLOAD = Consumer Crusader Brochure Pack 4

One of the easiest ways to create trust is to be there for your borrowers as a resource, no matter what they need. I've used these consumer brochures from government agencies as free handouts when a client has a question on something relating to real estate, their mortgage or just running a home. They've always thanked me for my willingness to go the extra mile and it helps them to remember me in the future (think referrals). Every couple of months or so, I pass one of these brochures along and it makes them think of me again! A great referral strategy you can use too and it costs nothing. Now that's a price any mortgage warrior would love! :-) Brochure Pack 4 Includes: Clean Safe, What You Should Know About Financial Planning, Credit And Divorce, Home Sweet Home Improvement, Surges Happen How To Protect Appliances In Your Home. This resource is in a zip file format. . . . read more

Common Mistakes That Greatly Affect Your Mortgage Conversion Ratios
Are you converting a good percentage of your leads to applications? If not here are a few common mistakes that may be lowering your percentages. 1. No system to capture and log prospect information and contact data on incoming ad calls. 2. Poor tracking of incoming calls for source and ad success. . . . read more

Are You Receiving Your Daily Free Mortgage Marketing Lessons?
Did you know that you have access to a series of free marketing lessons delivered to your postal mailbox and your email inbox every single day of the year? That's right, every day you receive a wealth of valuable marketing information that could improve your mortgage business dramatically. . . . read more

Your Mortgage Success And Giving
If you've been successful originating mortgages, I'm sure you realize that one of the reasons for your success is that in many areas you are very "giving." One of the keys to success in the mortgage business is that you are very "giving" to all your clients and your prospects. . . . read more

Using Advertising Premiums Successfully In Your Mortgage Business
If you're giving away advertising premiums or specialties such as business card magnets, calendars, pens, notepads, jar openers, chip clips, or whatever with your contact information on it...two things can happen. It will either be a huge success or, in most cases a total failure. I'm always amused at Loan Officers that buy large quantities of calendars and sports team schedules and then rush around delivering them to people before they become out-dated and stale. . . . read more

There's Not A Bulletin Board In Existence That My Mortgage Marketing Program Doesn't Like
Yes, I love bulletin boards. Now, just so you know...I'm not talking about "electronic bulletin boards" found on the Internet. That's a different topic for another day. I'm referring to those old fashion "cork boards" that in order to post notices require the use of push pins, thumb tacks or even staples (a bulletin board no no). . . . read more

DOWNLOAD = How To Approach FSBO Scripts

FSBO's can be some of the most profitable segments of the mortgage market to go after. Oftentimes, they have no clue what they are doing but need to sell their house--and fast! They're also cheap bastards who won't pay realtors a dime. That's where you come in. As the mortgage broker, you can offer your services for free (or at a nominal price) and save the day! How? By prequalifying all of the FSBO buyers that come through the door. You save Mr.FSBO time and money, and in return get a steady stream of future borrowers to work with. . . . read more

DOWNLOAD = Attract FSBO's Prospect Letter

If you're looking to get into the FSBO market, you've got to have a "hook". Here is an enticing letter that you can use to attract "for sale by owner" properties, as a way of generating new mortgage leads. The letter is short and to the point and quickly lays out the benefits of doing business with you. Whether you choose to offer your services for free or charge a nominal fee is up to you. But, keep in mind that most people won't value your expertise unless they pay for it. . . . read more

The Mortgage Business Is Changing...Are You In Internet Denial?
Refinances are down, new home sales are off, lenders are closing their doors, loan programs are being eliminated, and credit requirements are being tightened...it's no wonder we're not quite as optimistic as we once were. . . . read more

6 Postcard Marketing Tips That Can Improve Your Mortgage Business
If you're currently involved in a postcard marketing campaign or just thinking about starting one, here are some significant tips you can add to your knowledge base that will help make your mortgage marketing efforts a real winner. . . . read more

Your Mortgage Tagline...Is It Workin For Ya or Against Ya?
The most successful companies in the world choose words carefully when they create their advertising taglines. You can learn from their advertising strategy and experience. Treat your mortgage tagline as a critical part of your marketing campaign and choose your words very carefully. . . . read more

DOWNLOAD = Phenomenal Sales Objection Handler

Here is a phenomenal sales objection handler in an easy to use graphical format. Perfect for the newbies in your office or even the veteran sales people who need a helping hand. What a wonderful tool this is. You will absolutely love it! This resource is in Microsoft Excel format. . . . read more

DOWNLOAD = Consumer Crusader Brochure Pack 5

One of the easiest ways to create trust is to be there for your borrowers as a resource, no matter what they need. I've used these consumer brochures from government agencies as free handouts when a client has a question on something relating to real estate, their mortgage or just running a home. They've always thanked me for my willingness to go the extra mile and it helps them to remember me in the future (think referrals). Every couple of months or so, I pass one of these brochures along and it makes them think of me again! A great referral strategy you can use too and it costs nothing. Now that's a price any mortgage warrior would love! :-) Brochure Pack 5 Includes: Ten Questions To Ask When Choosing A Financial Planner, Electronic Banking, Cooling Your Home Naturally, Protect Your Family From Lead In Your Home, Finding A Lost Pension. This resource is in a zip file format. . . . read more

DOWNLOAD = Consumer Crusader Brochure Pack 3

One of the easiest ways to create trust is to be there for your borrowers as a resource, no matter what they need. I've used these consumer brochures from government agencies as free handouts when a client has a question on something relating to real estate, their mortgage or just running a home. They've always thanked me for my willingness to go the extra mile and it helps them to remember me in the future (think referrals). Every couple of months or so, I pass one of these brochures along and it makes them think of me again! A great referral strategy you can use too and it costs nothing. Now that's a price any mortgage warrior would love! :-) Brochure Pack 3 Includes: Energy Savers Tips On Saving Energy And Money At Home, Before Disaster Strikes, Your Rights As A Financial Planning Client, Indoor Electrical Safety Check, Power Smart. This resource is in a zip file format. . . . read more

DOWNLOAD = Consumer Crusader Brochure Pack 1

One of the easiest ways to create trust is to be there for your borrowers as a resource, no matter what they need. I've used these consumer brochures from government agencies as free handouts when a client has a question on something relating to real estate, their mortgage or just running a home. They've always thanked me for my willingness to go the extra mile and it helps them to remember me in the future (think referrals). Every couple of months or so, I pass one of these brochures along and it makes them think of me again! A great referral strategy you can use too and it costs nothing. Now that's a price any mortgage warrior would love! :-) Brochure Pack 1 Includes: Outdoor Electrical Safety Check, Electrical Safety Precautions During Disasters, Residential Heating Oil Prices What Consumers Should Know, A Smart Consumers Guide To Telephony Services, Indoor Air Hazards Every Homeowner Should Know About. This resource is in a zip file format. . . . read more

DOWNLOAD = Land And Construction Mortgage Company Website

Here is a mortgage website template suitable for a company that specializes in construction or land loans. At one point, we were going to get into this area exclusively but during the refi boom of early 2000 it proved too lucrative an opportunity to pass up. We then put construction loans on the back burner...however given the current market outlook, we may get back into that area. This mortgage website template was something I found in my files here and maybe you could use or modify it to fit your needs. This resource is in a zip file format. The contents inside the zip file are in Adobe Photoshop format. . . . read more

DOWNLOAD = Last Chance Letter

When borrowers are non-responsive you know it's not a good sign. Have they been poached by another broker? Are they still rate shopping? Did they not understand something you said fully? Sometimes even the most loyal customers get "cold feet". Here is an email letter I've used successfully to reopen the conversation with the customer. You'll notice that I reiterate rate, rate, rate and try to hit as many hot buttons as I can. Though I do not advocate this as a first strategy, at this point if the customer isn't responding it most likely is the rate issue. And unless you can get the customer to call you back, you'll never know what the real issue is. Use this letter and you'll greatly improve your chances. Afterall, this is a numbers game. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Rate Watch List Hook Email

In today's world of voicemail hell, email, faxes, instant messaging and what-have-you, breaking down the barrier to communication is a real challenge. One lesson I learned early-on is that you can't make a sale if you can't get the prospect. So over the course of my career, I've created hundreds of enticing emails and letters that grab people's attention. Most of them involve subliminal catchphrases or keywords that hit mortgage borrowers hot buttons. In this example, I use the "rate watch" hook and get the curious borrower to take the cheese. If they're a serious enough prospect and actively looking, they'll call. Give it a try and see what happens! This resource is in Microsoft Word format. . . . read more

Be On The Look-Out
Here's a quick tip that could make a big difference. Be on the look out for other Mtg-companies closing up shop in your area. If you see one closing, call the phone company and snatch up their phone number. . . . read more

DOWNLOAD = Friendly Internet Lead Follow-Up

There's no such thing as having too many leads to contact but when you don't have enough time to call everyone, sometimes a simple email will do. Use this friendly email follow-up to make contact with all your Internet leads and give them an incentive to call you back. Feel free to modify this email letter to suit your needs. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Mortgage Lead Tracking Database

Need a way to easily track all your mortgage leads? Then use my handy mortgage lead tracking database. Before investing in expensive software and CRM (customer relationship management) packages, use this simple excel spreadsheet. It's not worth spending thousands of dollars on a more advanced system when a simple system like mine will do. You'll find all the necessary information as well as call log tracking and follow-up fields. And if you need more fields, just add them! Guaranteed to help keep you and your loan officers on track. This resource is in Microsoft Excel format. . . . read more

If You're Not Getting Complaints, Your Mortgage Marketing Is Probably Not Aggressive Enough
Quite often I'm asked the following question: I just received a couple of complaints as a result of the marketing campaign that I'm running. I'm concerned about this...should I change my marketing program? Here's my answer...If you're getting complaints and either inconsistent or even no results (no new mortgage leads and prospects), it's time to re-visit and evaluate the details of your marketing program. The answer is yes! . . . read more

I Just Received Nine Mortgage Calls From Wal-Mart
Three or four times a year I pull the following little origination tip out of my bag and go for it. You will too when you realize how really simple this idea is, how inexpensive it is to implement, and how phenomenal the results can be for you. . . . read more

9 Unusual Ways To Use Postcards In Your Mortgage Business
Postcards can be more than an inexpensive way to "stay in touch" with your mortgage customers and prospects. This tiny billboard is actually a powerhouse of a marketing tool with almost unlimited uses. Traditionally, we use postcards in our mortgage business to pass along holiday greetings, reminders, and general information that helps keep your name in front of your customers and prospects. . . . read more

DOWNLOAD = Simple Tease Letter, Gets Results

What's the secret to getting prospects to call you back? Offer them an incentive that piques their curiosity. We all know that mortgage shoppers are by nature interest rate opportunists. And if they think they can get a lower rate elsewhere, they'll jump! In this sample teaser email, you'll notice I keep things short and simple and try not to "sell" the customer on anything. I merely plant the seed that rates have changed and we may be able to get them a lower rate than once quoted. Of course, that all depends on their situation, the lender programs available, and what the hungry wholesalers are willing to throw my way. If I can offer the customer a better deal, I'll certainly try. But, I know one thing...if the customer never calls me back, then I don't have a snowball's chance in Hell of making the sale. Use this simple, small and effective tease email to get your phone to ring. It really works! This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Customer About To Walk Letter

Some of the best deals I ever got were from customers who left halfway through the loan process. The mortgage business isn't for shy people and you always have to be selling yourself as well as your "wares". And that means telling customers the truth even when it hurts. The mortgage industry is rife with unscrupulous fly-by-night operaters and greedy brokers who promise the sky only to deliver dirt at the closing table. Sometimes the rates customers are promised are not the ones that get locked-in. But people don't always believe you because you are a salesperson so why would you just let them go away to someone else who has lowball mortgage rates? It's because you know the truth...and that if those other rates were "real", you would have given the customer them yourself. So sometimes letting them walk is the best advertising you can do, because once they get burnt somewhere else they will become your customer for life! Here are two examples of letters I've used to give them a nice send-off and bid farewell but with a stern warning. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Loan Officer Followup Phone Call Sales Scripts To Help You Close The Mortgage Deal

Sometimes the most important call you can make to the customer isn't the opening one, it's the second call. Being able to follow-up effectively and successfully close the deal is a skill in itself. Here are some great sales scripts that help you to cover a lot of the bases you'll need to hit if you want the customer to commit and do business with you. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Loan Officer Script For Your Leads

If you're not sure what questions to ask a borrower you get on the phone, then use this handy loan officer script complete with a full list of probing questions to ask. It's extremely detailed and covers a lot of the emotional side of the transaction, including goals associated with the mortgage. This resource is in Microsoft Word format. . . . read more

DOWNLOAD = Two Simple Cold Call Lead Openers

If you've ever had the fear of the phone, then you know how detrimental this can be to your sales career. Here are two great cold call openers you can use when calling leads. Feel free to modify to fit your company. This resource is in Microsoft Word format. . . . read more

How To Get Real Estate Professionals Involved In Your FSBO Marketing Program
Here's a question that is often asked: How and when do I get Realtors/Agents involved in my For Sale by Owner (FSBO) marketing program without them thinking I'm denying or stealing their listings? I don't want to alienate them. . . . read more

DOWNLOAD = Mortgage Keyword Ad List

If you've ever considered advertising on Google or any other search engine, then you know you need a good list of keywords in which to generate attention. The pay-per-click marketplace is extremely competitive and you need to make sure your ad budget is spent wisely. Make no mistake about it, keyword advertising is powerful and here to stay. Here is a good list of keywords to get started with and--of course--you'll want to add your own as well. This resource is in Microsoft Word format. . . . read more

Your Yellow Pages Advertising Contract..."What The #@!# Did I Just Buy?"
You've signed on the dotted line! You're now committed to make twelve, hefty monthly payments to your Yellow Pages publisher. So what exactly have you purchased? The chance to present your business to the community in the most favorable light possible? Are you going to try and brand an "image" for your company? Have you bought the right to tell the world that YOUR business is better than the rest? . . . read more

Yellow Pages Advertising: An Eyeflow For Maximum Effectiveness
Bullhorn in hand, the man on the downtown street corner screams his message out to whoever can hear. I'm sure you've heard one of these guys, but have you ever listened? Neither have I. The fact is, loud and intrusive just doesn't cut it when it comes to persuading - people just tune that stuff out as "noise." . . . read more

Why On Earth Are You Still Cold Calling?
Think back to the last time you received a phone call at home just as you started into something important to you such as a meal with the family, watching a highly anticipated television show or sporting event, or reading an article or book. Chances are you probably weren't too thrilled with the person on the other end regardless of who it was. If it happened to be a telemarketer, you were likely less than cordial with the person on the other end. . . . read more

How To Increase Your Business By 20% Without Spending A Dime On Marketing Or Advertising
The answer might surprise you - Develop a pro-active "human proof" referral system and use it all the time! It's that simple. When I ask most people "how have they grown your business most successfully" they often tell me, it's by word of mouth and referrals. Yet when I them what system (or methodology they use) to obtain referrals they don't have one. It's a random process at best. . . . read more

Marketing To Communities Of Color
Marketing communications in the U.S. is no longer a one-size-fits-all proposition. Effective message delivery to all residents of the United States requires that we examine the unique consumer behaviors of the country's communities of color. . . . read more

How To Network For Success
It's not what you know, it's who you know. That saying goes around quite a lot. It definitely has a truth in it, although I don't think it's the only truth about getting and keeping your business up and running. There are many, many more options. For the sake of this article I will focus on networking as a client generator, and can hopefully make you see the usefulness of having many business relations. . . . read more

Asking The Right Questions From The Get Go
Curt and Justin were lifelong fishing buddies. Now, in their retirement, they had together taken up the art of do-it-yourself home-improvers. Curt decided to tackle wallpapering his living room. When he finished the job, he proudly called his friend over to see his handiwork. Justin was very impressed. In fact, he liked it so much, he asked his buddy if he would mind if he got the same wallpaper for his living room. . . . read more

Referral Marketing In The Real Estate Business: A Must
Referral marking is one of the best ways to let others know about your real estate services. Perhaps the best thing about it is that you don't have to pay any money for it. There is not much work involved with marketing to past clients; in fact, the majority of that work is done by your clients themselves. . . . read more

Thousands Of Mortgage Leads At No Cost To You
Did you know there is a source that you can tap into that will give you thousands of free mortgage leads? All you have to do is ask. This source actually wants you to contact the leads and get loans from them. This source has no business with these mortgage leads, and only makes money if you can convert the leads into loans. . . . read more

Mining The Real Estate Agents Database
In coaching some of the top producing real estate agents in North America, I have found a common thread. That common thread is that top real estate producers remind their happy clients to direct repeat and referral business their way. Back in the "good old days" this was handled with 3x5 cards and now sophisticated databases through ACT®, Top Producer®, Agent 2000® or Agent Online®. . . . read more

Joint Databasing With Your Realtor
When the agent gives the lender business, I believe, they are obligated to do more than close the loan. Building long term relationships by utilizing the information to build name recognition with that closed client and all their friends and family is paramount to building a database! This classic host/parasite relationship always works because both parties receive benefits. . . . read more

If Your Business Plan Says Work With Top Producing Real Estate Agents
Recently, I have been getting some discouraging news that not all of my ideas work with all of your clients and I must say that is exactly to plan! You see, if I was a loan officer, I would only want to work with the top producing real estate agents; therefore, I would plan all of my lead generation activities to attract top producers or soon-to-be top producers. . . . read more

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