Contents
RESIDENTIAL EDITION VOLUME 17 ISSUE 12 DECEMBER 2010
30 | Make Client Education
Your New Year’s Resolution
The right tools can help poor-credit applicants improve
their financial position
By Greg Holmes,
Credit Plus Inc.
32 | As Legal Winds Shift,
so Should Your Business
By preparing for recent and impending
changes, brokers can avoid trouble
By Scott Stern,
Lenders One Mortgage Cooperative
34 | Avoid the Pitfalls of
Brokering Short Sales
New rules open the door for brokers
to take on a new role — negotiator
By William P. Matz,
Masters Touch Mortgage Corp.
19
19 | LEAD ARTICLE: To Catch a Thief, Delve Deeper
With the changing real estate and mortgage markets, fraud has gone beyond
the loan-origination stage and has invaded the loan-modification and
foreclosure space. Brokers and loan originators who know how fraud trends
develop and expand can help the housing market get back on its feet.
By Jennifer Butts, LexisNexis Mortgage Asset Research Institute, LexisNexis Risk Solutions
36 | Dealing with the Broken
Foreclosure System
Build borrower confidence by helping
those trying to keep their homes
By Drew Kessler,
KMG Mortgage Consulting
Tools and Tips
Departments
12 | From the Editor
2010: It’s a wrap. Plus: Tip of the Month
14 | Q&A: Community
Mortgage Banking Project
Independent banking leader discusses
broker pay and wholesale lending’s
future. Plus: Valuation Insight
16 | Spotlight: New York
What the state’s gubernatorial election could
mean for its recovering mortgage market
@scotsmang uide.com
What’s new online in December
» Fix and flip
New York City offers distressed-property
opportunities
sctsm.in/4376
» We want to hear from you!
Follow us on Twitter:
Darrick Meneken/residential edition:
twitter.com/ScotsmanGuideRE
Articles
22 | How Various Tools Help
Measure Home Values
The merit of property appraisals could
depend on brokers’ fair guidance
By Greg Dennis,
MDA Lending Solutions
26 | Solving Mortgage Woes
Begins with Acceptance
To move forward, the industry must
understand current realities
By Richard Zahm
Jennifer E. Garrett/commercial edition:
twitter.com/ScotsmanGuideCE
Scotsman Guide Editorial Department:
twitter.com/ScotsmanGuideED
Dan Yeh/Mortgage Metrics:
twitter.com/ScotsmanGuideMM
Plus, visit us on Facebook:
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facebook.com/SGTopOriginators
42 | Boost Business by
Offering Incentives
Spicing up a deal with travel or other
gifts often means more originations
By R.E. Brunet,
REB Marketing
42 | The Secret to Success:
The Right Partnership
Focus on fundamentals to succeed
in any market
By Nicholas J. Del Torto,
Inlanta Mortgage
45 | Looking Ahead — and Up
There are plenty of reasons to get
excited about what 2011 will bring
By Douglas Smith,
Douglas Smith & Associates
46 | 5 Tips for Effective
Educational Marketing
Earn more business by adding some
instruction to your marketing methods
By Tim Davis,
