Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published. His website is . If you have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at [email protected].
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If a self-employed borrower’s financial statements are making your head spin, don’t despair! There are resources out there to help
The average loan officer is over 50. So how does the industry attract fresh blood – and, more importantly, how does it identify the candidates most likely to succeed?
Making sure your contact list stays current doesn’t take much time; it just takes discipline
Are your contacts falling through the cracks? The trouble may well be that you’ve got too many databases
Technology should make keeping in touch easier -- but for many, it's just made it more complex than ever
If you want agent referrals, you need to show them how you can increase their business
Predictive analysis allows you to target your marketing at the customers it’s actually likely to affect
If you can predict prospective customers’ actions – even part of the time – you’ll be that much more successful
Good social media strategy and collaboration with your referral partners can boost your business’s profile