13 Stripes in the AMS Flag to Becoming A Star

AMS gives it's branches and CLOs valuable tools to increase their productivity and become a top producer. Here are 13 things that will help you become an AMS star.

13. Licensing - AMS is currently licensed in 12 states and will soon be licensed in the entire U.S. This allows AMS branches to not only originate loans in their home states but also originate loans in other licensed states as well. Using this resource can increase your client base drastically. See http://www.amsbank.com/
state_licensing.aspx for individual state licensing.

12. I.T. - In this day and age of computer technology, any down time with email or internet can loose you money. The tech support team of the I.T. department is there to help you get your system back on track with as little down time as possible. If they can't answer your questions they can point you to someone who can. The AMS I.T. department does not only repair problems they also constantly improve information flow and communications. Some of these improvements include Point Data Server and improvements in the infrastructure.

11. Compliance - Help make sure all files comply with state and federal regulations.

10. MLD Staff - The infrastructure of different AMS departments improve the file flow for quick turnaround.

9. Web leads - Have a website designed and hosted through AMS and start producing your own web leads.

8. Telemarketing / DNC Tools - AMS has tools that enable you to check your telemarketing list against the national and AMS do not call lists.

7. Automated Underwriting Systems - AMSElite and AMSXpress allow you to underwrite your loans online.

6. Processing - AMS MLD Processing can process your files for you for only $495 a loan.

5. 1300+ Loan Programs - AMS has over 1300 loan programs available. This variety of loans helps have a loan for almost any situation.

4. AMSU - Allowing every branch employee to gain the knowledge and experience through training in all aspects of the underwriting process.

3. Direct Mail - AMS is now offering pre-designed direct mail marketing materials that can be downloaded and customized with your contact information.

2. Leads - Leads are now available for purchase for only $5 each.

1. Attitude - With a positive attitude and perseverance you can become an AMS star.

New Tech Support Staff Member Enables Better Service

AMS has a new tech support staff member to keep everything running smoothly. Darwin Ferrera has been around computers since he was six and has been in the technical support field for the last five years. He has worked for companies such as ISP, IBM and most recently Countrywide. Darwin looks forward to helping the I.T. staff increase production and customer service. Although he has only been here a short time he already can tell he is going to love the people and the work environment.

When he is not fixing computer problems he loves to ride quads with his wife Bryanna and go fishing at Lake Pleasant. Since he moved here 7 years ago from Monterey California he has come to love Arizona and the people here.

Tim’s Cajun Ribeye Burgundy

Ingredients:
4 beef rib eye steaks (6-ounces) cut 1-inch thick

3 Tbsp. Cajun spice mix

1 Tbsp. olive oil

2 Tbsp. fresh oregano, chopped fine

1 Tbsp. fresh thyme, chopped fine

1 Tbsp. fresh rosemary, chopped fine

1 tsp. garlic, minced

1 cup Burgundy wine

-- salt and pepper to taste

Directions:
1. Rub steaks on both sides with Cajun spice mix, adding salt and pepper to taste. In a heavy skillet, preheated over high heat, quickly brown the steaks 2 minutes on each side. Remove steaks to platter.

2. Reduce heat to medium and add oil. Sauté herbs and garlic in oil until fragrant and slightly brown. Reduce heat to low and add Burgundy. When wine starts to bubble, return steaks to skillet. Reduce heat to a simmer. Cover and cook for 5 minutes.

3. Remove steaks to platter and keep warm. Boil liquid until reduced by half. Spoon sauce over steaks and serve.

Steve's Beverage Recommendation

With this meal Steve recommends:

Sam Adams Boston Lager

Samuel Adams Boston Lager offers a full, rich flavor that is both balanced and complex. It is brewed using a decoction mash, a time consuming, traditional four vessel brewing process discarded by many contemporary brewers. This process brings forth a rich sweetness from the malt that makes it well worth the effort. It is made with two row barley, as well as German Noble aroma hops. The exclusive use of two row barley not only imparts a full, smooth body but also gives the beer a wide spectrum of malt flavor ranging from slightly sweet to caramel to slightly roasted. The Noble hops varieties add a wide range of floral, piney and citrus notes, which are present from the aroma, through the flavor, to the lingering smooth finish.

'Wow' Factor Wins Repeat Real Estate Business

Client retention tips leave a lasting impression

We have all heard the old adage that it is easier to keep an existing client than to find a new one. So why do we so often look to uncharted territory when striving to build and strengthen our client base? By taking special steps to help cultivate and build strong relationships with your past and current clients, you will discover that there is more promising potential to grow and develop relationships with existing clients than seeking out new ones. Here are a few simple techniques to keeping in touch with your referral gold mine, otherwise known as your existing client base.

Give your Service the "Wow" Factor:

We constantly check with top-performing agents to find out what helped them become so successful. These agents tell us that the vast majority of their business comes from repeat or referral customers, so they know what it takes to make their customers happy. We call it adding the "wow" factor to your services, as in "Wow, I can't believe my real estate agent did such a nice thing for me." When customers say that about you, they are going to recommend you to others and come back to you for their next transaction. Judie Crockett, a member of the Crockett Team in Mentor, Ohio, creates a "wow" factor by mailing out new address labels to buyers after the offer letter is signed. The labels include a small photo of the clients' new house. Customers love these labels and they are so impressive they once even saved a deal when a buyer tried to back out due to financing problems. The buyer's wife said she would borrow money from her parents if necessary, but she was not backing out because she had already sent out her new address labels.

Add Value to Your Client Relationships:

What is the actual impact of what you do? When you become consciously aware of the value that you provide to your clients through your work, you allow yourself to focus more deliberately on increasing that value and making it more apparent in your daily work. Clarify which activities provide the most value in your clients' mind and focus on conveying this value, not the costs of your services. No one will complain about your fees if you can show them you were a worthwhile investment. In the end, your clients don't necessarily care how many houses you sold last year or what your annual sales revenue was. The real essence of the value to them is all about the actual impact of the services you provide. The creation of value in everything that you do, and your contribution to it, is the very thing that delivers your paycheck and will be the most rewarding part of your job.

Stay in Touch Regularly:

The power of frequent contact should not be underestimated. Research tells us that you have to get in front of clients often to win repeat business. Lifelong clients are developed through regular, frequent and consistent contact.

Here are a few easy ideas for keeping in touch with your clients and turning your customers into repeat clients:
• Once a year, send out replacement 9-volt fire alarm system batteries with one of your address labels attached.
• Send out gift certificates for local restaurants every time your clients give you a referral.
• Get personal by keeping a record of key dates, such as birthdays and anniversaries, and send them a card to let them know you remembered.

Ultimately, you can't buy customer loyalty...you must earn it. Your past clients are your very best market, as they will return to you and refer others to you as long as you stay in touch and provide excellent service. Past clients can lead to a steady flow of new clients through people you have already built a base of rapport and trust, and an increase in the level of referral and repeat business.

Howard Brinton is a real estate sales motivational speaker and the founder and CEO of Star Power Systems, a sales training organization that offers tapes, books, videos, conferences and a club that distributes selling techniques from the nation's top producers.

S&P's Rating of Mortgage Pools Is Revised Amid Exotic Lending

Standard & Poor's, is revising its criteria for evaluating pools of mortgages that include "piggyback" loans homeowners use to finance their down payments. S&P also will cast a more critical eye on loans with multiple risks, such as low down payments and low credit scores.

Beginning July 1, it will be more difficult for issuers to obtain the highest ratings for securities backed by these kinds of home loans, raising their borrowing costs.

The new criteria apply to all pools of mortgages not guaranteed by the GSA housing agencies. But the biggest impact will be seen in securitizations of subprime mortgages, which rely most heavily on various techniques, such as overcollateralization or reserve funds, to raise their credit ratings. These techniques are collectively referred to as "enhancement."

S&P said the new criteria are based on research showing that of homeowners with similar credit scores, those most likely to default on mortgages borrowed the down payment versus those who used a cash down payment. The ratings company has also concluded that home prices are considerably more likely to slow than it once thought.