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Spotlight Articles

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1. Your Mother Taught You What You Needed To Know In Sales--
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
 Your Mother Taught You What You Needed To Know In Sales-- Create A GREAT First Impression! (Creating a first impression is an art more than a science.) It is an inescapable fact that you only have one chance to m...
02/06/2008 | Read more...

2. Managing In The Mortgage Maze
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
I can still remember being promoted to manager of production at my mortgage company some twenty-five years ago (of course, I was 12 at the time…).  I had just produced and closed almost 600 loans in my first eighteen months on the street....
01/07/2008 | Read more...

3. Equity Acceleration and Debt Restructure
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
(If the equity acceleration program has a live automated component, it can act like a GPS to direct your efforts.) There is a tremendous amount of publicity going into the ideas of lower debt levels and accelerating mortgage pay...
11/27/2007 | Read more...

4. Something To Talk About
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
(And, in the long run, you will get more referrals because you will be helping your clients do extraordinary things.) No, this is not a review of the Julia Roberts classic move. Okay, it was not a classic-but the title still fits. For ...
10/23/2007 | Read more...

5. Synergy At The Settlement Table
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
In no place within mortgage originations sales do I find Woody Allen’s adage—90% of life is just showing up—more relevant than visits to the settlement table (or signing table, if you are in the western part of the count...
03/20/2007 | Read more...

6. Newsletter Marketing For Success
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
What is the most effective marketing system for newsletters? The general answer to this question depends upon your objectives in distributing a newsletter. Are you interested in keeping in touch with clients or generating more business? I have ...
01/29/2007 | Read more...

7. Ten Things An Originator MUST Do To Become Successful
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
I just returned from speaking at a very large sales and marketing event for loan officers. There were over 600 in attendance—so I would define that as very large. I would like to thank my friend Brian Sacks for hosting this event. There were...
01/15/2007 | Read more...

8. Public Speaking Can Be A Key To Success
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
Time and time again polls have been taken to measure the greatest fears of Americans today. Time and time again the answer confounds experts. The top fear is not the dentist chair, heights or even death. It is public speaking. What is it abou...
01/10/2007 | Read more...

9. The Real Story About Leads
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
For years I have been training loan officers to be less dependent upon purchased leads by compiling their sphere of influence, keeping in touch with their sphere and delivering value to their sphere. Many who go through my advanced school, Origina...
01/09/2007 | Read more...

10. Are You The CEO OF Your Company
(Spotlight Article/Articles by Dave Hershman)
Author : Dave Hershman
Do you think you have a great job in the mortgage industry? Or do you view yourself as the CEO of your own business? If you really want to lead the industry, you must view this as your company. This is true whether you work as a sole-proprietor out o...
12/21/2006 | Read more...

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