Sales Articles

Business » Sales | By Tom Domin @ Thursday, 30th August 2007 @ 8:10 PM

You do have a mortgage website...you do have a page on your company's website...or maybe you bought a subset template page on a master mortgage website...you do have an email address that does lend credibility to your mortgage business...and, all and all, you have made the big move with many other Mortgage Professionals to the Internet highway. But something is dreadfully wrong isn't it? You're not getting any mortgage applications. Actually, you're not getting any inq... more...

Business » Sales | By Tom Domin @ Wednesday, 22nd August 2007 @ 6:29 PM

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? And closer to home, why a mortgage prospect would pick one Mortgage Professional to work with on a loan versus another? Whether you're new to the mortgage business or an old hand at it...it's an interesting mind exercise. Alex Mandossian, a well known marketing expert, has studied consumer buying habits very car... more...

Business » Sales | By Christine Groth @ Monday, 20th August 2007 @ 4:30 PM

My daughters Alex and Caroline were begging me to go to 6 Flags Great America in Chicago. It was the common theme, Mom we worked hard for these free tickets- take us please. Ok, I thought Sunday would be a great day to go and besides it wasn't too hot or anything like that. I was thinking this was a routine visit to a theme park, as a business owner and internet marketer I noticed things that were happening around me that most people don't realize. I noticed is all the oppor... more...

Business » Sales | By Lowell Nickens @ Monday, 20th August 2007 @ 9:46 AM

Trade show events are held in every major city, numerous times each year. Massive industry marketing campaigns are waged to entice new prospects to come view what is new for the next season. If you have never been to a major industry trade show, it is worth the price of admission to see some of the truly interesting products the vendors are marketing to their customers. Trade shows are also the best face-to-face marketing tool at your disposal. Trade shows largely attract decision-makers... more...

Business » Sales | By Tom Domin @ Friday, 17th August 2007 @ 9:14 PM

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. Every Mortgage Professional needs a personal website...no ifs, ands, or buts about it! Here's my short list of nine reasons why you need an online presence: 1. Prospects will search for you o... more...

Business » Sales | By Tom Domin @ Thursday, 16th August 2007 @ 9:57 PM

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. This concept of "giving" works extremely well and my successes over the years can be directly attributed to this process. When you're a strong giver, the law of reciprocity will always kick in. The more t... more...

Business » Sales | By Tom Domin @ Wednesday, 15th August 2007 @ 9:43 PM

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. Mortgage loan requirements and credit scoring thresh-holds are being reviewed and tightened. Mortgage rates are slowing creeping upward, although still very attracti... more...

Business » Sales | By Tom Domin @ Wednesday, 15th August 2007 @ 2:10 PM

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. Most of your out-going email can usually be handled right on your computer using Microsoft Outlook, Outlook Express, or a similar email program. All of these programs a... more...

Business » Sales | By Tom Domin @ Tuesday, 14th August 2007 @ 3:53 PM

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. Yes, the traditional forms of advertising such as the yellow pages, newspaper ads, radio or television spots, and your local Chamber of Commerce are often times just too expensive and usually budget busters. Everyone in the mortgage business faces this same di... more...

Business » Sales | By Tim Hagen @ Tuesday, 14th August 2007 @ 12:39 PM

Open-ended questions are one of the salesperson's most vital tools (if followed up by listening). They help gather information, qualify sales opportunities and establish rapport, trust and credibility. With such core value to the sales process, the professional leaves little to chance when it comes to owning a repertoire of powerful open-ended questions. Questions that are answered by more than a simple yes or no;questions where the prospect or customer gets directly involved in the... more...

Business » Sales | By Tom Domin @ Monday, 13th August 2007 @ 3:15 PM

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. But that's a subject for another day. The point here is...How do you make your mortgage advertising and mortgage message standout from this never ending unrelenting... more...

Business » Sales | By Tom Domin @ Monday, 13th August 2007 @ 1:21 PM

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. 1. Thou shalt dedicate thyself to becoming the very best Mortgage Professional you can be. Thou shall be a virtual sponge and soak up everything related to your knowledge and improvement... more...

Business » Sales | By Tom Domin @ Wednesday, 8th August 2007 @ 9:26 PM

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. Bill Gates incorporated the Auto-Reply function in the very first releases of Outlook and Outlook Express. It is still available in today's new versions as well as most third party email programs. Quite simply, it allows you to send an automatic email mess... more...

Business » Sales | By Tom Domin @ Monday, 6th August 2007 @ 6:00 PM

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. Interestingly, these same reasons also determine the success or failure of your FSBOs. Yes that's right...the more information (knowledge) and the more marketing direction (plan) a FSBO has available to them...the more successful they will be. ... more...

Business » Sales | By Jim Klein @ Monday, 6th August 2007 @ 5:55 PM

I receive many emails from sales people who are having basically the same problem. Repeatedly I hear the same story. It goes something like this: "I get the appointment with the prospect, the meeting seems to go well, however, I can't close the sale". When I answer the email or speak with them on the phone, I find they are all making the same mistakes. They are common mistakes with the majority of sales people, so if you are one of them, you are not alone. So, what mi... more...

Business » Sales | By Tom Domin @ Friday, 3rd August 2007 @ 1:42 PM

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. Niche Marketing is quite simply the process of concentrating on a specific segment of the market, rather than the entire market. You're probably asking: Won't that reduce my mortgage prospects and limit the number of loans that I originate? The answer: When done correctly, a... more...

Business » Sales | By Tom Domin @ Thursday, 2nd August 2007 @ 2:22 PM

The one common habit of all successful mortgage people is their insatiable desire to continually educate and motivate themselves. Successful mortgage people never stop reading, listening, and watching material that fills their minds with new thoughts and new ideas. They're always looking for ideas to improve their focus, their memories, their business acumen, and both their mental and physical well-being. They just never ever stop educating themselves. It is this desire that s... more...

Business » Sales | By Arthur Stoller @ Thursday, 2nd August 2007 @ 12:19 PM

With RFID technology a store owner knows everything about the item you take to the checkout including price, color size etc. The USA now wants to put this technology into passports which would allow people to be mass processed through custom control, without having to form queues. You know what it is like when you arrive home late and there is a queue of 200 people in front of you at the Passport desk.So a convenience would be faster people handling. Credit card companies would be ... more...

Business » Sales | By Tom Domin @ Wednesday, 1st August 2007 @ 9:03 PM

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. What are Spiders? Spiders are software programs that are specifically designed to crawl the World Wide Web, gather data (hence the term Spider) and then send it back to their databa... more...

Business » Sales | By Ajeet Khurana @ Wednesday, 1st August 2007 @ 7:00 PM

Sales representatives are generally paid more than other people. If you have a talent for selling ideas, the chances are that the number of zeroes in your yearly income will be pretty great. It does not matter whether you are a full-time employee of a company who works all kinds of hours. It does not matter whether you are self-employed and choose to sell anything ranging from books to insurance to women's beauty products. What matters is whether you have the ability to get customers to buy... more...