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Ask The Expert (1/16)
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1. How Much Direct Mail?
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: I seem to be struggling with some of our loan officers about how much direct mail we need to send to get a good response.  In my humble opinion a 1% call rate on direct mail is good.  Can you offer any advice on these tw...
12/02/2008 | Read more...

2. What is Stated Income
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Ask The Expert Q:I would like your opinion on what is stated income.  It seems to me that many loan officers treat stated income to mean inflated income. I understand there are legit situations where this method may make sens...
11/09/2008 | Read more...

3. Open House Support - Prequals
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: I work “in-house” inside a real estate office. I am interested in finding out why you mentioned open house support as a possible activity for adding value. I say this because that is one thing I don't think helps m...
05/23/2008 | Read more...

4. Setting Priorities
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: Dave, last week you spoke about time management and prioritization to a former student. I am a producing manager. How can I help my loan officers with their time management when I can’t keep up with my own schedule? By the w...
04/17/2008 | Read more...

5. My Time Management Needs Work
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: Things are going well.  I'm really working hard and staying motivated.  I'm reading and learning as much as possible.   Sometimes I feel like my time management needs a lot of work.  It's not t...
04/03/2008 | Read more...

6. I Would Like To Get Started In The Mortgage Business
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: I would like to get started in the mortgage business but am not quite sure about the best route to take in making this transition. My ultimate goal would be to create my own company. However, it may be best for me to start ou...
10/20/2007 | Read more...

7. I Am A New LO In An Ultra Competitive Market
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: I'm a new LO here in the ultra-competitive southern CA market and I would like to know how I should pursue Realtor business. Wouldn't they be reluctant to deal with someone new fearing that their deals will be too complicated ...
10/02/2007 | Read more...

8. The Loan Officers I hired Are Struggling
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: Dave, you have spoken about marketing strategies for a slower mortgage market. How must a manager make adjustments in this type of environment? The loan officers I hired a few years ago seem to be struggling now… ...
09/19/2007 | Read more...

9. How Find Quality Internet Leads?
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: I have used internet leads in the past. The quality of the leads seems to have gotten very poor. What companies can you suggest that have good leads at a reasonable price. Good leads are 1) fresh 2) sold less than 4 times 3) possibly scrubbe...
08/23/2007 | Read more...

10. My Competitor Is A Liar
(Ask The Expert/Ask The Expert)
Author : Dave Hershman
Q: I am a fledgling broker with a small and integrity driven firm. While my knowledge is perhaps not as vast as a season broker, I often find potential clients are being promised things that truly cannot be delivered. How can I keep my integrit...
08/01/2007 | Read more...

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