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Regardless of how you generate your new business – there are SO MANY different ways to do it – there is one common thing that applies to all the referrals generated: they need to be qualified.  (Even if they’re buying a home with cash, someone is going to step up in the beginning of the […]

Contrary to popular belief, I’m not a psychiatrist or psychologist, and I don’t play one on TV.  However, over time, I have come to learn that there’s a great deal of psychology involved in sales – all types of sales – but this is especially true in the real estate/mortgage world. Buyers don’t “pay” for […]

Rest assured, this article isn’t going to devolve into something reserved for late night or cable television.  The “F” word of which I speak is “free”.  In many instances, free is not necessarily a good thing.  I’m reminded of the saying, “You get what you pay for,” and that often means the thing you get […]

Back in a high school or college history class, your teacher/professor probably shared the following piece of information with you concerning life in the Old World back in the 1600s: the average life span back in that day was 35 years (or something like that – exact accuracy isn’t my point).  And when you heard […]

There may be some disagreement over what birth years constitute the Baby Boomers Generation, but one thing is certain: we’re ALL getting older, so in the end, it’s sort of a moot point.  For the sake of this article, though, we’re going to say that the Baby Boomers are the generation that was born between […]