Author : David L. Hershman
Publisher :
ISBN 13 : 9780945359128
Total Pages : 260 pages
Book Rating : 4.3/5 (591 download)
Book Synopsis The Loan Officer's Complete Guide to Marketing and Selling Mortgage Services by : David L. Hershman
Download or read book The Loan Officer's Complete Guide to Marketing and Selling Mortgage Services written by David L. Hershman and published by . This book was released on 1992-01 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE LOAN OFFICER'S COMPLETE GUIDE TO MARKETING & SELLING MORTGAGE SERVICES presents creative selling techniques for loan officers & branch managers to increase their mortgage loan sales. The book carefully takes the reader through the loan process, from prospecting new borrowers to closing the loan. Along the way, time proven sales tools, such as developing mailing lists, organizing sales seminars, overcoming objections, & managing time, are offered to improve profits. Highly informative exhibits, situational scripts, & marketing samples make the book a "hands on" reference for any financial institution involved in mortgage financing. Chapter titles include: The Loan Originator's Functions & Responsibilities; The Tools & Systems of Sales; Selling Through Seminars & Presentations; Targeting Your Market; Time Management; Overcoming Objections & Coming to the Close; & Sales Training. The author, David L. Hersham, is a seasoned mortgage banking production executive, who used the techniques presented in his book to originate over $50 million in loans during his first 18 months of production.