Contents
34 |;Take;a;Staged;Approach
to;Refinance;Marketing
Generate leads and close loans by mixing
direct-mail and e-mail campaigns
By Joy Gendusa, PostcardMania
34 |;Rise;to;the;Top;of
the;Hiring;Pool
Make sure you are the total package
mortgage companies want
By Drew Waterhouse, Hammerhouse LLC
40 |;Changing;Regulations,
Changing;Technology
Be prepared to handle more
reforms in 2012
By Cathy Blaszyk, ClosingCorp
40 |;Embrace;Seamless
Loan;Production
Know why new technology improves
workflow and customer service
By Wil Armstrong, Blueberry Systems
44 |;Score;Your;Clients;More;Points
Use all available tools to ensure credit
scores meet today’s tough limits
By Greg Holmes, Credit Plus Inc.
21
50 |;4;Risks;of;Residential
Investments
Advise clients on pitfalls to watch out for
in purchasing domestic properties
By Terica Kindred, OutEstate Investments
21 |;Finding;New;Paths;to;Lead;Generation
Mortgage brokers and originators cannot rely indefinitely on refinances to fuel their loan
pipeline. By marketing to a diverse array of new income opportunities, however, they can
ensure a steady stream of customer referrals, as well as a steady stream of business.
By Stuart Blend, Southwest Funding
50 |;Prepare;for;Brighter;Days;Ahead
Despite lingering problems, the origination
industry is poised for recovery
By Vince Parlove, Michigan Mutual Inc.
Departments
14 |;From;the;Editor
We’re making changes and planning
our third annual Top Originators list.
Plus: Featured Top Originator
16 |;DataDecoded
MBA reports on delinquency figures in
our new column. Plus: Q&A
18 |;Spotlight:;New;Mexico
The state is celebrating its centennial,
but is there anything to celebrate
in housing?
66 |;BackSpace
Tracking marketing metrics can turn
chance encounters into deals
Articles
26 |;Make;Your;Mark;on;the
Reverse;Market
Help seniors get cash against their homes
— while they live there
By Gerry Glavey, UHS America
30 |;6;Steps;to;Effective;Blogging
Market your business — and your
expertise — on the Internet
By David Krichmar, America Home Key Inc.
30 |;The;New;Year;Brings
New;Opportunities
Launch 2012 with lessons you learned
from the past year
By Aphrodite C. Hill, Testa Capital Group
Tools & Tips
52 |;Top;10;Tips;for;Working
with;Realtors
Stand out from the crowd when you forge
new relationships
By Chip Poli, Poli Mortgage Group Inc.
52 |;How;to;Rack;up;Referrals
Follow three suggestions to have more
people sent your way
By Douglas Smith, Douglas Smith & Associates
58 |;Empower;and;Engage;Clients
Better customer involvement delivers
increased efficiency and efficacy
By Ashish Shreni and Sanjit Bose,
Cognizant Business Consulting
65 |;4;Steps;to;Mastering
Social;Media
Gear up your online marketing this year
By Jarred Alexandrov, REIC
6
