While the credit crunch has made borrowing for… or against… your home more difficult, home equity loans and lines of credit remain popular for those with equity. Stacy Johnson explains what these loans do and if you should consider them.

Home equity


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How Do Home Equity Loans Work?

A home equity can be a great way to to get some money fast. Home equity loans are also sometimes called second mortgage. They allow a homeowner to borrow money from the equity they have in their home. Home equity loans can be for as much as 0,000 allowing homeowner to borrow to do renovations, pay off debt, etc. The interest on a home equity loans is tax deductible which has made this type of loan quite popular in the 1990s. Let’s look at how they work. Home equity loans come in two types. There are fixed rate home equity loans and line of credit home equity loans. In both cases, the terms vary from five to fifteen years. However, in both cases, the loans must be repaid in full in the event that the house is sold. The fixed rate home equity loans option gives the home owner a lump sum payment from the equity. The home owner will then repay the loans over a pre-determined period of time at a fixed interest rate. In most cases, the repayment is made monthly and the interest rate and the monthly payments remain the same over the life of the loan. In the case of the line of credit home equity loan, the principle is much the same as with a credit card. In fact, this type of loan often comes with a credit card. The home owner will be notified of the maximum limit of the line of credit and he or she can spend the money either by using the credit card or the cheques that the lender provided. Just like credit cards, line of credit home equity loans work on a variable rate of interest, which is determined monthly. Repayment of the loan must be made monthly, based on the amount borrowed that month. Once the life of the line of credit is over, the outstanding balance must be repaid in full. Home equity loans are a great source of money for home owner that need access to cash quickly. The money can used for anything at all but most borrowers will use the money to do home improvements, send kids to college, pay off another loan, etc. Home equity loans can be very appealing as their interest rate are almost always lower than other types of loans and certainly lower than credit cards. Someone with a credit card loan would benefit from taking a home equity loan on their home in order to repay the credit card debt. Not only will the home owner reduce his interest rate, the loans will be consolidated into one month bill and the interest rate on the home equity loan is partially tax deductible. Home equity loans are a great financial tool. Particularly for home owners looking to do renovations or with unforeseen expenses. They provide fairly easy access to money at a relatively low interest rate. However, remember that the loan must be repaid and that if you sell your home, the amount that you borrowed will not be profit in your pocket.

Take Your Sales Team from Good to Great with Sales Management Training

I recently reread Jim Collins’ book, Good to Great: Why Some Companies Make the Leap and Others Don’t and found that many of his ideas can help you improve performance of your sales team.

Collins’ book answers the question: How can good companies, mediocre companies, even bad companies achieve enduring greatness? Using tough standards, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. The research team contrasted the good-to-great companies with a carefully selected set of “comparison” companies that failed to make the leap from good to great.

Over five years and 15,000 hours of research, Collins and his team deduced the key determinants of greatness – why some companies make the leap and others don’t. Here are a few of their findings and what, I think, Collins’ findings mean to you and the development of your team.

Good is the enemy of great

Some sales teams will never be great because their sales managers settle for being good. It’s easier than being great. We have also found that a lot of sales manager do not send their salespeople to any sales seminars.

First Who… then What

Collins expected to find that Good to Great leaders would begin by setting a new vision and strategy. What their research discovered, however, was that the best leaders first got the right people on the team, de-hired the wrong people, and got everyone in their optimal position… and then decided what the vision and strategy was. The saying, “People are your most important asset” is incorrect. It should be changed to, “The right people are your most important asset.” Then, put your best people on your biggest opportunities, not your biggest problems.

Application questions: Is there anybody on your team who shouldn’t be? Do you have any team members in a less-than-optimal position, a person whose skills are not being fully utilized? What, and when will you rectify these situations?

Confront the brutal facts, but never lose faith

One of the most important findings from Collins’ research is that breakthrough results come about by a series of good decisions, diligently executed and accumulated one on top of the other. You don’t need to be perfect, but to be great you do need to make many more good decisions than bad ones. And good decision-making requires accurate information, which can be difficult to obtain. Collins writes:

Indeed, for those of you with a strong, charismatic personality, it is worthwhile to consider the idea that charisma can be as much a liability as an asset. Your strength of personality can sow the seeds of problems, when people filter the brutal facts from you.

Winston Churchill understood the liabilities of his strong personality. He was concerned that he wouldn’t get accurate information from his subordinates, so, during the darkest days of World War II, he founded the “Statistical Office”, a separate department outside the command structure that fed him the most accurate, indeed brutal, facts of the war. Churchill also possessed the second requirement of greatness — an unwavering faith that Britain would survive and thrive, even when things looked so bleak.

Application questions: What’s one great dream you would dare to dream (for your team) if you knew you could not fail?

Your “Stop doing” list is more important than your “To do” list.

Many sales managers lead busy lives, accomplishing task after task after task. Interestingly, the leaders studied in “Good to Great” companies made as much use of “stop doing” lists as “to do” lists. They continually asked themselves:

What can we do better than anyone else? What type of opportunities are we passionate about? And, what segment of customers allows us to make the most profit?

Good to Great leaders instilled the culture of discipline – by teaching their team where to focus, and what to ignore.

Application questions: What opportunities, or customer segments, can your team make a compelling case of being the best choice? Which of these opportunities are most profitable, and why? Finally, what can you become passionate about?

Is your team brilliant on the basics? If not, you may be losing sales you should be winning. At TopLine Leadership, we help salespeople re-focus on the fundamentals of effective salesmanship, and sales managers to master the basics of management / leadership. We can help you and your sales team with these concepts with our sales management training seminars and coaching.