Where are you building relationships with your key targets?

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20 Hour S.A.F.E. Comprehensive
Upcoming Classroom Equivalent courses (ID: 1135)
Cost: $289.00 plus $30.00 NMLS fee
Upcoming Live courses (ID: 1055)
Cost: $349.00 plus $30.00 NMLS fee (ON SALE)
(More information or Register)
With the deadlines quickly approaching, MTI is holding approved courses in different formats. MTI Services Corporation is approved by the National Mortgage Licensing System and Registry (NMLS), Provider Number: 1400044. Classes are being offered in traditional live classroom environments and classroom equivalent, through a webinar-based platform. Obtain credit for the required 20 hours of education.

Selling & Financing with the New FHA
$149
(More information or Register)
Ongoing Course - FHA will allow First-time home buyers to use their up to $8,000 tax credit as the down payment.

The New Good Faith Estimate for 2010
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(More information or Register)
Ongoing Course - This course will walk you through every element on the new form. You will learn how to calculate the form and how to explain it to your borrowers. Don't be caught not understanding this new form and not completing it correctly.

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Casey Cunningham

Casey Cunningham is President & Co-Founder of XINNIX Mortgage Academy. Prior to founding XINNIX, Casey was a top female mortgage industry executive with more than 22 years of retail mortgage banking experience in sales, operations, human resources, training, coaching and executive management. As the chief architect of a highly acclaimed mortgage training program, Casey positioned XINNIX as a top mortgage academy. Her Loan Officer training courses consistently produce most of Mortgage Originator Magazine’s Rookie Superstars. To learn more, visit http://www.xinnix.com/ or call 678.325.3500. Read Articles...

Where are you building relationships with your key targets?

Written by Casey Cunningham

We often use the dating analogy in describing how to pursue a relationship with a Key TargetTM (*). It's rare that someone would agree to marry a stranger. Well, when you are asking a new Key TargetTM to entrust their earnings to you by sending you referrals that's exactly what you are asking of them. So how do you effectively move through the stages of this Dating Game? Here are the answers:

1. Be consistent with your follow-up. It is unlikely that anyone will truly commit to you with only one visit or e-mail each month. The key is to get them to spend as much time as possible with you. The more time they spend is an indication of whether they simply Know You or if they Like You.

2. It is personal! Your follow-up or contact doesn't always need to be business related. Do something fun! Invite them to a sporting event or concert. Meet after work for drinks. Invite their family to your holiday cook-out. It is times and events like these where relationships are solidified.

3. Do business with people you enjoy. This will make life much more enjoyable. There is a considerable time commitment involved in growing these relationships. Chances are you will be significantly more enthusiastic about the pursuit and relationship development if you are pursuing a potential friend.

Pursue your Key Targets with the same passion and enthusiasm you would pursue any meaningful relationship.

First, you must be the person that you want them to be.
Here are some questions to answer in your pursuit of building a greater business:

• What kind of value are you bringing to your Key Targets?
• What is your plan to follow-up with each Key Target this week?
• How can you improve your knowledgeable of products and guidelines?
• How could you improve your service?

"One person with passion is better than forty people merely interested." E. M. Forster

(*) Key TargetsTM is a XINNIX term used to define a Loan Officer’s specific referral sources. They have been profiled and have the ability to send the LO at least two referrals per month.

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