If LO's Flew Planes...

Jim pulls the pre-flight checklist out and says to his co-pilot Julie, "everything looks good" after his eyes quickly flashed the sheet, then looks left and right and glanced at the controls. Julie reassures Jim by stating, "We've got plenty of fuel." Passengers are in, door is closed and they are letting me off the gate. We must be good. There are 3 kinds of LO's: Pilot's, Magician's and Rookies. Pilot's are detailed oriented... going through a thorough checklist and hoping nothing breaks. Magician's force the unknown... throwing stuff against the wall, hoping it sticks or disappears. Rookies are your deer in headlights... looking in awe, trying to learn and avoid getting run over. The Pil

Building Rapport With Mortgage Shoppers

How do you respond when potential clients ask about your rates? I used to hear a lot of loan originators bark out rates immediately. Conversations have slowed some now that price matrices have gotten more complex. Before you can answer the question, you need to consider variables like FICO scores, Loan-To-Value (LTV) & Ratios. Since the industry doesn’t take a one-size-fits-all approach, you have to take time to ask some questions. In my opinion, slowing them down benefits for you and your clients. Client’s, of course, want to know rates because they want to find the best deals possible. When a client asked me about my rates, I pumped the brakes by asking a few questions of my own. I asked t

Mortgages mortgages mortgages- A true love/hate relationship?

When things are good they are real good ($miles everywhere), when things are bad, they are real bad (stressful). We are just as passionate about our careers as we are with our spouses and favorite sports team. I woke up everyday of my life for 18 years and went to the office to find a loan, to put the pieces of puzzles together on a tough loan, and to go to battle for all my other loans and to fight off conditions on my "approved" loans. I knew there had to be a better way as I trained LO's and fought the fight day in day out. I kept waiting for "somebody" to create what I wanted to help make my company more efficient and have a better path for home buyers. A few years ago I realized that "s

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3612 Lafayette Rd. Ste 12  Portsmouth, NH  03801
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