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Dear Colleague,

Welcome to the mortgage resource center. You are about to begin reading
the PCHF Sales Dharma designed to give you access to all the information
at one place. As a mortgage professional working in PCHF you will find this
book helpful in the field while attending to customers and business part-
ners.

The life of Sales Professional is exciting and to be successful you need to
practice three mantras of Sales Dharma. They are

a. To be a good listener
b. To be process oriented
c. To ask the right questions

Go through this invaluable resource in your hand. It will equip you with
tools as a professional. There are four sections that will assist you to
perform your role as an ace professional. While you listen and ask right
questions, the key to success as a Mortgage Professional is in being Process
Oriented. This calls for being “First Time Right” (FTR) by following the steps
given below:

The first section will help you with a brief understanding of products and
loan eligibility. The key benefits are

a. Presenting value and designing a product for the client.
b. The illustration worked out will help you to calculate loan eligibility

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