eadsheet that shows them the differences in the options side by side. Point out your favorite and give reasons for it. This will help show your customers that you are looking out for their best interests.

Become a specialist

You may already be good at doing A-paper, B/C or hard-money loans. To stand out, try introducing yourself as an expert in a specific area.

For example, you can specialize in anything from investment properties and commercial lending to bankruptcy discharges, foreclosur

As published in Scotsman Guide's Residential Edition, October 2006.

Like many mortgage brokers, you may find that you are closing the same number of loans and making the same amount of money each month. The market, however, may not be the reason that your business has stagnated.

Using the same old strategies will bring in the same old results. In a competitive environment, it's vital to make appropriate adjustments to keep up with the industry and its demanding changes.

Being observant is good. If you observe others and follow their track records, you can save yourself a lot of time and money. Try to learn from other people's mistakes.

There are a few changes you can make to your business and to your demeanor to help push your business to new heights.

Be confident

Confidence goes a long way. Have you ever noticed that the best salespeople, actors and even religious leaders all have high levels of confidence?

Conduct research before meeting your potential client and prepare yourself with strong questions. Clients notice shaky and uncomfortable salespeople right away. It's hard to work with someone who doesn't understand how their own programs work.

Bring energy and excitement

People love working with and being around others who are exciting and energetic. No one wants to buy a home with help from a slacker who seems bummed out all day.

Refrain from walking around with a fake smile, too. It can be annoying.

Focus on needs

Some loan officers try to prove their worth to clients by giving every detail on a mortgage transaction. But confusing prospects can lead to second thoughts and possibly a dead deal.

Instead of overwhelming clients, pay close attention to their needs. Give them some options that match these needs. If they want a fixed rate, show them a 30-year fixed single loan, a 30-year 80/20 loan and an interest-only option.

Clients typically enjoy making choices. Giving them several options helps you turn prospects into clients. Create a spreadsheet that shows them the differences in the options side by side. Point out your favorite and give reasons for it. This will help show your customers that you are looking out for their best interests.

Become a specialist

You may already be good at doing A-paper, B/C or hard-money loans. To stand out, try introducing yourself as an expert in a specific area.

For example, you can specialize in anything from investment properties and commercial lending to bankruptcy discharges, foreclosur

bserve others and follow their track records, you can save yourself a lot of time and money. Try to learn from other people's mistakes.

There are a few changes you can make to your business and to your demeanor to help push your business to new heights.

Be confident

Confidence goes a long way. Have you ever noticed that the best salespeople, actors and even religious leaders all have high levels of confidence?

Conduct research before meeting your potential client and prepare yourself with strong questions. Clients notice shaky and uncomfortable salespeople right away. It's hard to work with someone who doesn't understand how their own programs work.

Bring energy and excitement

People love working with and being around others who are exciting and energetic. No one wants to buy a home with help from a slacker who seems bummed out all day.

Refrain from walking around with a fake smile, too. It can be annoying.

Focus on needs

Some loan officers try to prove their worth to clients by giving every detail on a mortgage transaction. But confusing prospects can lead to second thoughts and possibly a dead deal.

Instead of overwhelming clients, pay close attention to their needs. Give them some options that match these needs. If they want a fixed rate, show them a 30-year fixed single loan, a 30-year 80/20 loan and an interest-only option.

Clients typically enjoy making choices. Giving them several options helps you turn prospects into clients. Create a spreadsheet that shows them the differences in the options side by side. Point out your favorite and give reasons for it. This will help show your customers that you are looking out for their best interests.

Become a specialist

You may already be good at doing A-paper, B/C or hard-money loans. To stand out, try introducing yourself as an expert in a specific area.

For example, you can specialize in anything from investment properties and commercial lending to bankruptcy discharges, foreclosur

with strong questions. Clients notice shaky and uncomfortable salespeople right away. It's hard to work with someone who doesn't understand how their own programs work.

Bring energy and excitement

People love working with and being around others who are exciting and energetic. No one wants to buy a home with help from a slacker who seems bummed out all day.

Refrain from walking around with a fake smile, too. It can be annoying.

Focus on needs

Some loan officers try to prove their worth to clients by giving every detail on a mortgage transaction. But confusing prospects can lead to second thoughts and possibly a dead deal.

Instead of overwhelming clients, pay close attention to their needs. Give them some options that match these needs. If they want a fixed rate, show them a 30-year fixed single loan, a 30-year 80/20 loan and an interest-only option.

Clients typically enjoy making choices. Giving them several options helps you turn prospects into clients. Create a spreadsheet that shows them the differences in the options side by side. Point out your favorite and give reasons for it. This will help show your customers that you are looking out for their best interests.

Become a specialist

You may already be good at doing A-paper, B/C or hard-money loans. To stand out, try introducing yourself as an expert in a specific area.

For example, you can specialize in anything from investment properties and commercial lending to bankruptcy discharges, foreclosur

ry to prove their worth to clients by giving every detail on a mortgage transaction. But confusing prospects can lead to second thoughts and possibly a dead deal.

Instead of overwhelming clients, pay close attention to their needs. Give them some options that match these needs. If they want a fixed rate, show them a 30-year fixed single loan, a 30-year 80/20 loan and an interest-only option.

Clients typically enjoy making choices. Giving them several options helps you turn prospects into clients. Create a spreadsheet that shows them the differences in the options side by side. Point out your favorite and give reasons for it. This will help show your customers that you are looking out for their best interests.

Become a specialist

You may already be good at doing A-paper, B/C or hard-money loans. To stand out, try introducing yourself as an expert in a specific area.

For example, you can specialize in anything from investment properties and commercial lending to bankruptcy discharges, foreclosur

eadsheet that shows them the differences in the options side by side. Point out your favorite and give reasons for it. This will help show your customers that you are looking out for their best interests.

Become a specialist

You may already be good at doing A-paper, B/C or hard-money loans. To stand out, try introducing yourself as an expert in a specific area.

For example, you can specialize in anything from investment properties and commercial lending to bankruptcy discharges, foreclosure clients and divorce-settlement financing. Find the lenders who will finance these loans, and most important, research thoroughly.

Don't stress out about getting other business. By creating a reputation as an "area specialist," other loans will come naturally.

Know your worth

You must value your time, energy and effort. As a consultant, you must learn how to negotiate your price. Customers must realize that you don't get paid $2,000 or $3,000 on their transaction because of three weeks of work. You get paid for the time you spent on marketing and on learning programs and the knowledge you put to use when it comes to finding the best deal out there.

If you're reasonable, clients should want to work with you. Remember that many clients are well-aware of back points and yield-spread premium. If needed, offer to charge the yield spread as origination on the front-end to reduce the rate. But don't work for free.

We all tend to make things more complicated than they really are. By implementing and customizing these simple strategies to your needs, you should notice a difference in the quality of business you receive.