Conquering Shifts : Insights from Top Mortgage Sales Professionals - Cindy Douglas

Conquering Shifts

Insights from Top Mortgage Sales Professionals

By: Cindy Douglas, Kathleen Heck

Paperback | 1 June 2018

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Are you new to the mortgage industry? Does your business run into peaks and valleys? 12 of the nation's top mortgage sales professionals share their stories of failure and success, how they prospered during stormy weather and have continued to succeed through double-digit rates, housing bubbles, or most recently, the worst financial crisis since the depression.

  • Greg Frost, VP of National Training for PRMI Mortgage. Greg topped $1 Billion in personal production in 1999. Todd Duncan describes him as the Roger Banister of mortgages. Greg provides insight on how you too can build your own noteworthy personal brand.

  • Drew McKenzie, Branch Manager for Everbank /TIAA. He learned the power of connections at a young age. Learn how to leverage your relationships to build the business model you want.

  • David Jaffe, Loan Officer for OnQ Financial. David has ranked in the nation's top 200 Mortgage Originators for the last 18 years. David provides guidance on how to Make it Rain.

  • Jeff Lake, SVP of Mortgage Lending for Guaranteed Rate. His Chicago based team funds $72 million dollars annually while he resides full-time in Arizona. Sound appealing? Mirror Jeff's activities to build your own legacy.

  • Julie Miller, Branch Manager for Broadview Mortgage. She and her team specialize in Down Payment Assistance & Mortgage Credit Certificate programs. Though these loans require extra attention, Julie has systems in place to ensure a stress-free experience for you, the team, and your clients.

  • Larry Bettag, Regional VP for Cherry Creek Mortgage. Not afraid to change careers or direction several times, before landing in lending. Larry has grown his region to 17 branches, by maximizing social media.

  • Michael Deery, founder of Citywide Financial Corp. He has ranked in the nation's top 200 Mortgage Originators for 2011-2016. Michael shares how to reach this level of success with just yourself, a processor, and an assistant by tapping into his writing skills.

  • Mike Smalley, Florida Regional Manager for Waterstone Mortgage Corporation. This pro baseball player shares how he grew his business from ground zero by using his wedding list theory to build his customer base.

  • Ralph Massella, Retired was the division President of the South Atlantic for Prospect Mortgage. Ralph provides sound advice for managers who aspire to coach, mentor and support their originators in reaching their "genius zone."

  • Tom Ninness, Regional Sales Manager for New American Funding. He has helped over 9,000 families with their real estate financing. Mastering the art of presentations has escalated Tom's audience to a national level.

  • Mark Raskin, Branch Manager for PrimeLending. Mark's philosophy to growing a thriving and loyal practice is centered on knowing why people should do business with you.

  • Karen Deis, Founder of 5 companies including LoanOfficerTraining.com, LoanOfficerMagazine.com, Mortgagegirlfriends.com, ApartmentToolKit.com, and MortgageCurrency.com is the consumer direct queen. If you don't want to be held hostage on where your next deal comes from, Karen will show you how.

Industry Reviews

Conquering Shifts is a compelling read that will take years off your learning curve, accelerate your success and give you the life and business of your dreams. Trust it!”—TODD M. DUNCAN, New York Times bestselling author of High Trust Selling and Time Traps

“This well-crafted book is filled with real mortgage history, inspiration, and bulletproof tactics from some of the industry’s legends. Whether you’re new to the mortgage industry or looking to revitalize your practice, Conquering Shifts will inspire you to reach as high as you aspire to go.” —DANIEL HARKAVY, CEO, Building Champions, Inc., and bestselling author of Living Forward: A Proven Plan to Stop Drifting and Get the Life You Want and Becoming a Coaching Leader: The Proven Strategy for Building Your Own Team of Champions

Conquering Shifts is a fascinating and in-depth review of highly successful mortgage originators across the country who have found the secret formula for massive success in mortgage lending. It should be required reading for anyone entering the residential mortgage lending industry!” —L. H. “MIKE” HARDWICK, III, banker, author of Keep Chopping Wood, entrepreneur, and proud husband and father

Conquering Shifts is a must read for anyone looking to learn from the best of the best who share what it took to rise to the top of their field.” —DEBBIE ALLEN, The Market Positioning Expert, international business & brand strategist, and author of eight bestselling books.

“Reading this treatise is a must for loan originators, novice, and experienced. When you start to read, allow yourself some time, for you will keep turning pages. So many tips, ideas, recommendations, suggestions, and so much background in every chapter." —DUANE GOMER, NMLS and California State Approved Course

“I am all about helping people through tragedy, crises, health problems and other roadblocks most of us face in life. Conquering Shifts has a lot of that sentiment in it. Sometimes people just need to get a helping hand or a general roadmap from someone who has already walked the path." —ROSEANN C. DIAMOND, CEO, Diamond Settlement Services and author of Holding My Hands and Saving My Life

Conquering Shifts is another great guide for mortgage sales professionals who want to excel. Everyone succeeds using different versions of the same effective processes. This book includes many of those processes—finding new referral sources, offering better solutions for clients, focusing on current trends, creating value, and focusing on strengths." —PAT SHERLOCK, founder, QFS Sales Solutions, and author of Reaching the Top of Your Game

"What makes Conquering Shifts truly unique is that instead of simply teaching success principles or techniques, the reader gets the opportunity to see EXACTLY how they have been implemented." —MARTY PRESTON, Benchmark Mortgage

"If I were to have read this book when I first began originating purchase loans in 2011, I can honestly say that I would be leaps and bounds ahead of where I am today. Conquering Shifts touches on every important aspect of running a successful origination platform" —RYAN GRANT, The Ryan Grant Team, A Professional Mortgage Practice

“These are sound practices and simple to adopt. It’s great that there is now a compilation so other loan officers can pick and choose what will work best for them.” —ALICE MORRIS, retired mortgage sales executive

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