{"id":1622,"date":"2007-07-03T11:15:31","date_gmt":"2007-07-03T18:15:31","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=1622"},"modified":"2007-07-03T07:44:57","modified_gmt":"2007-07-03T14:44:57","slug":"six-daily-disciplines-of-purposeful-advisers","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1622\/six-daily-disciplines-of-purposeful-advisers\/","title":{"rendered":"Six Daily Disciplines of Purposeful Advisers"},"content":{"rendered":"

The following essay is taken from a lecture by Todd Duncan<\/a> at the Strategic Equity Summit<\/a>. Mr. Duncan opened the conference of 3,000 mortgage originators with an electric speech chock full of useful information. Mr. Duncan is an author<\/a>, a highly sought after speaker, and a business consultant. His company, Todd Duncan Enterprises<\/a>, serves salespeople in general and mortgage originators specifically.<\/p>\n

The Six Daily Disciplines of Purposeful Advisers Are:<\/strong><\/p>\n

1- Knowledge Acquisition<\/strong>: We work in changing markets. An daily hour should be dedicated to learning more about our industries. Much of the weblog reading I do helps me stay on top of mortgage markets but I supplement it with podcasts and books. Originators would do well to examine a monthly investment of $59 in Mortgage Planning University<\/a>.<\/p>\n

2- Partnership Planning<\/strong>: Purposeful Advisers have a referral-based business. Planning your communication each month with these referral partners helps to drive your integrated approach to client advisory. I spend approximately one hour daily on this function. Mostly, it’s a few phone calls to that partnership base but I supplement it with online conference calls and personal meetings.<\/p>\n

3- Prospecting Engine Maintenance<\/strong>: Purposeful Advisers have a prospecting engine which drives potential clients to them. Direct mail, radio advertising, telemarketing, and cold-calling are traditional engines for newer originators. I use online seminars<\/a>, weblogging<\/a>, online advertising, and direct mail.<\/p>\n

4- Prospect Follow-Up Program<\/strong>: A system should be in place for sufficient follow-up. Nothing hurts more than when you get the news that a potential client chooses another adviser because of insufficient follow-up. I use drip e-mail campaigns<\/a> tracked by Salesforce.com CRM<\/a>. This is my most glaring weakness.<\/p>\n

5- Client Consultations<\/strong> should take up most of your day. For originators, you’ll be talking to past borrowers, current borrowers, and potential borrowers about lending strategies to build wealth. For Realtors, you’ll be showing property, negotiating contracts, and following through with contracts in escrow. If you aren’t in a client consultation, you should be calling to set more up for Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

The following essay is taken from a lecture by Todd Duncan at the Strategic Equity Summit. Mr. Duncan opened the conference of 3,000 mortgage originators with an electric speech chock full of useful information. Mr. Duncan is an author, a highly sought after speaker, and a business consultant. His company, Todd Duncan Enterprises, serves salespeople […]<\/p>\n","protected":false},"author":15,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[5],"tags":[],"class_list":{"0":"post-1622","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-real-estate","8":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":1382,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1382\/fha-streamlined-refinance-loans-originators-git-you-some\/","url_meta":{"origin":1622,"position":0},"title":"FHA Streamlined Refinance Loans: Originators, Git You Some !","author":"Brian Brady","date":"May 3, 2007","format":false,"excerpt":"Loan originators, subprime mortgage blues got you down in the dumps? Let's talk about a way to get your pipeline phat again. I'm going to give you a step-by-step plan to start, what Todd Duncan calls, the 90-day burn. If you follow these steps, and you don't close 10 loans\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1964,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1964\/can-the-nar-improve-a-buyers-financing-experience\/","url_meta":{"origin":1622,"position":1},"title":"Can the NAR Improve a Buyer’s Financing Experience?","author":"Brian Brady","date":"September 23, 2007","format":false,"excerpt":"Realtors have to stop complaining about the sorry status of the lending industry. Why? They have the power to make a difference but refuse to take action. I have often heard the Realtors' cry for licensing of loan originators and a plea for lending advisers to adopt a fiduciary capacity\u2026","rel":"","context":"In "Lending"","block_context":{"text":"Lending","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/lending\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1297,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1297\/ask-the-audience-what-does-the-cmps-designation-mean-to-you\/","url_meta":{"origin":1622,"position":2},"title":"Ask the Audience: What does the CMPS designation mean to you?","author":"Brian Brady","date":"April 12, 2007","format":false,"excerpt":"I've been wondering about this Certified Mortgage Planning Specialist ( CMPS ) designation some of us loan hacks are displaying now. I remember hearing Barry Habib discuss \"strategic equity management\" back in 2002. I thought , \"It's about time! \" when he discussed that strategy. I had a securities brokerage\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2884,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2884\/zillowcoms-long-awaited-mortgage-lending-service-to-offer-anonymous-customized-loan-quotes-to-consumers-affording-loan-originators-the-opportunity-to-compete-transparently-for-free-mortgage-leads\/","url_meta":{"origin":1622,"position":3},"title":"Zillow.com’s long-awaited mortgage lending service offers anonymous customized loan quotes to consumers, affording loan originators the opportunity to compete transparently for free mortgage leads","author":"Greg Swann","date":"April 2, 2008","format":false,"excerpt":"Seattle-based real estate start-up Zillow.com tonight releases its long-anticipated mortgage lending product. We've known for nearly a month that Zillow's offering would include working loan originators in some fashion. What becomes clear tonight is that Zillow will basically be acting as a hands-off intermediary between mortgage-seeking clients and loan originators.\u2026","rel":"","context":"In "Disintermediation"","block_context":{"text":"Disintermediation","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/disintermediation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":6681,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/6681\/david-bartels-redefines-mortgage-originators-as-borrower-advocates\/","url_meta":{"origin":1622,"position":4},"title":"David Bartels Redefines Mortgage Originators as “Borrower Advocates”","author":"Brian Brady","date":"January 23, 2009","format":false,"excerpt":"I had fun today because\u00a0 I got to hang out with a bunch of mortgage salespeople.\u00a0 I drove up the 5 to Irvine, epicenter of the sub-prime mortgage industry, to see the High Performance Strategies Seminar, hosted by David Bartels and Greg Frost.\u00a0 David Bartels is an executive with Loan\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2716,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2716\/zillow-mortgage-zoriginators-delight-or-bane\/","url_meta":{"origin":1622,"position":5},"title":"Zillow Mortgage: Zoriginators’ Delight or Bane?","author":"Brian Brady","date":"March 7, 2008","format":false,"excerpt":"Greg Swann covered the big Zillow Mortgage announcement so I won't regurgitate the details here.\u00a0 I will weigh in my opinion and speculate about the consumer offering. I share Greg's enthusiasm for an independent originator database.\u00a0 The industry can't get it together and the Federal government may be violating the\u2026","rel":"","context":"In "Lending"","block_context":{"text":"Lending","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/lending\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/1622","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/15"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=1622"}],"version-history":[{"count":0,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/1622\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=1622"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=1622"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=1622"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}