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 email@example.com.
Assuming that when you give a referral out, you’ll get one in return is a big mistake. You need to outline your expectations
Typically, when a loan officer offers a referral but doesn’t get anything in return, they’ve chosen the wrong real estate agent to do business with
When you give a lead to a real estate agent who doesn’t return the favor, are you doing something wrong?
Some kinds of insurance are tied to the amount of a home loan – but they’re not necessarily MI
No two credit reports are identical, so no two credit repair strategies will work exactly the same way
The key to successful negotiation is to understand everyone’s position
When a client wants to renegotiate a locked loan, it can cause a lot of tension
A good CRM can help you have time to solicit refinances while you focus on meeting with and serving real estate agents for purchase business
Purchase business can lead to refi business, and vice versa
Whether new loan officers go to a bank or a brokerage, they should make sure their new home offers quality mentoring