Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published. His website is www.originationpro.com. If you have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at firstname.lastname@example.org.
There’s no guarantee to save every deal in which the client gets incentives to use the builder’s preferred lender. But you can save some
An originator lost a loan when a builder offered $10,000 in options to a buyer to go with a “preferred lender.” Now the burned LO asks Dave – isn’t that against the law?
Expertise isn’t simply about spewing out knowledge. It’s also about asking questions and listening
If you want to come across as an expert, make sure you ask the right questions
How do you exceed customer expectations when a competitor has already promised something you know can’t be delivered?
Occasionally mortgage rates will move in the opposite direction of short-term interest rates. Here’s why
You’d expect a Fed rate hike to push mortgage rates up immediately – but that’s not always the case
With rates rising, homes with assumable, low-interest-rate loans can sell more quickly than others
Newsletters can be a powerful marketing tool – but oversaturation can do more harm than good
From emailing newsletters to growing your contact list, database management is crucial