Have you ever wondered why someone would purchase one television brand over another? Or why they would purchase one car manufacturer's vehicle over another?

And closer to home, why a mortgage prospect would pick one Mortgage Professional to work with on a loan versus another? Whether you're new to the mortgage business or an old hand at it...it's an interesting mind exercise.

Alex Mandossian, a well known marketing expert, has studied consumer buying habits very carefully. He identifies six (6) primary reasons why people decide to buy the products and services you are offering. Here are the six (6) reasons in all their glory:

1. People buy from you when they know you.

2. People buy from you when they like you.

3. People buy from you when they trust you.

4. People buy from you when they understand what you are offering.

5. People buy from you when they believe what you are telling them

6. People buy from you when the timing is right.

When you look at these reasons closely, all of them are under your direct control. As Mortgage Professionals it is your job to convince people of your offerings, familiarize them with your service and its benefits, and present them with your knowledge and expertise.

All of your presentations, your marketing programs, your material including your website, must be personally compelling and portray a sincere feeling of trust and honesty.

Although the sixth factor...timing...is somewhat outside of your control because it involves your prospect's readiness and financial ability to take action, your follow-up or drip marketing system should place you in the correct position when the right time comes.

If you're still with us, you've probably noticed that low price (in our world, the lowest rate) is not one of the reasons people buy. Neither is low maintenance costs (in our world, low closing costs), the size of the company, the number of employees, and lots of other reasons we come up with to help us rationalize why we lost a mortgage deal to a competitor down the street.

When the unthinkable happens, you'll know exactly why you didn't get that mortgage. When you review your six (6) reasons, chances are good you missed the boat on most of them.

You control your own destiny by the actions that you take. Your efforts, your passion and, your persistence are what influence the decisions your prospects will make. Continue to improve your mortgage marketing and your approach to dealing with people. Don't give up...keep in close contact with your list...and, you'll find yourself in the perfect position when the time is right.

The world of mortgage protection insurance can be extremely confusing when an individual is looking to take out a policy. Although there has been very little competition in the marketplace in the past few years, there are now a number of providers looking to attract homeowners to their mortgage protection insurance products and services.

However, there has been no form of education for the average homeowner as to how mortgage protection insurance can help protect their home in the future and what to watch out for in certain policies.

In fact, there is still little information concerning the differing mortgage protection insurance policies out there. Choosing an effective mortgage protection insurance policy is not about settling for the first provider you come across, but rather should be about seeking out the best possible policy for you!

The first things that you should do when looking for a mortgage protection insurance policy is gather information about the companies that you consider worthy of your business. Some high street providers’ attitudes will be well documented, but independent standalone mortgage protection insurance providers will not. It is essential that you research them all before looking at the mortgage protection insurance product that they offer.

When you have a list of providers that you would trust with your business then you need to look at the individual mortgage protection insurance products themselves. Highlight the terms and conditions of every single policy and compare them. Which one would give you the most value for money? Which mortgage protection insurance exclusions would you be most likely to fall foul of?

Be sure to get mortgage protection insurance quotes so you can fully compare the value of individual policies on a like-for-like basis. Compare all areas of the individual mortgage protection insurance products on offer and you will not go far wrong, but failing to look at them in depth could cost you dearly.

It is easy to get complacent after buying the home of your dreams. Finally, you have the one thing that you have always wanted and is now truly yours, when you have paid off the mortgage that is! There is nothing more you could ask for! Well, that is what the majority of individuals think anyway, but this is not the case. It is the redemption of the mortgage that may pose a problem for an individual who has lost his job owing to the company going bankrupt, selling to a larger company or relocating, to name but a few reasons why so many businesses are laying off staff at the moment. Mortgage protection could make the heartache of losing your job end there. Without mortgage protection, you may face the agony of losing your home too.

There is no room for complacency when an individual has an outstanding mortgage, and sadly some mortgage protection providers will recognise that and aim to sell a policy that may not necessarily meet all of his or her needs, so it is up to the individual homeowner to look into all of his or her options before deciding on the one that may suit them best.

High street lenders have monopolised the market in the recent past, which has led to some poor value products being placed on sale, and it is this sort of mortgage protection that individuals have to be prepared for. These mortgage protection policies may seem quite appealing at first glance, but if an individual takes the time to read into the policy then they may not be of the same opinions afterwards. Exploring high street mortgage protection is a good start, but it is necessary to assess your own wants and needs first.

Mortgage protection can often be tailored to meet your individual needs. However, if you are not entirely sure what they are then it is easy to choose the wrong options for you. In this case, fixed policies that offer generic cover may be a good place to start in terms of research. You should then begin to look at standalone mortgage cover and see if it is any better for you. Only after weighing up the various mortgage protection options available can you make an informed decision.

When homeowners think of insurance, mortgage payment protection insurance (MPPI) is usually one of the last they think of, if they actually think of it at all. Although most homeowners believe it of paramount importance to protect their personal belongings and the structure of their home, especially in the wake of the recent flooding around the UK, they do not think about what may happen if they no longer have a roof over their head. In truth, homeowners should consider mortgage payment protection insurance on a par with, if not ahead of, home insurance.

Without mortgage payment protection insurance, home insurance may be redundant in the case of some individuals. Unfortunately, every eligible homeowner needs mortgage payment protection insurance, whether they know it or not. There are more hazards in society than ever these days and anyone with significant investment in their own home should definitely consider the peace of mind that mortgage payment protection insurance can bring to a household.

The likelihood is that mortgage costs will rise into the future. House prices are already astronomical and are still increasing. Although this is pricing individuals out of the market, it is stretching the homeowners who do go ahead with their mortgages to the limits. If one member of the household was to develop a severe illness or become redundant then how would his or her partner be able to make ends meet without mortgage payment protection insurance?

It is only when you envisage how you would feel in that situation that you begin to understand that a great product mortgage payment protection insurance is. Couple that with the recent interest rises and it definitely makes for grim reading! With premiums taking up a higher percentage of a home’s income, the home itself needs to be protected, and only mortgage payment protection insurance can achieve that.