For those of you who have not been in the industry for 30 years as I have, you are experiencing possibly your first severe downturn. But by looking beyond the current credit crisis, you can establish long-term benefits by focusing on the long-term financial health of your customers.
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Keep It Personal

We could all use a human touch now and then. And with all the technology out there that helps keep us at a distance from our prospects and customers it might seem easy to forget that.

Tom Richard, sales trainer, shares with readers at the Toledo Free Press the importance of a personal touch when it comes to being successful in sales.
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Liar, Liar

For all salespeople it is important that their prospects are honest with them in order to help devise the best solution to their problem. Even more pressing for mortgage originators so that they can suggest the best loan program to fit the applicant's needs.

There are certain gestures and nuances you can be aware of that might indicate a person is lying and you can be better prepared with how to deal with this situation, should it arise.

Ken Osborn, founder and executive director of The CIA Institute in Corona, California shares with readers at MSNBC how to read a person to tell if they might be lying.
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