15 Proven methods to detect if someone is lying to you.

"Oh what a tangled web we weave, when first we practice to deceive."

-Sir Walter Scott

If you’re like most people, you probably tell a few white lies during the course of your day, half-truths to make others feel better, avoid conflict, or out of polite social necessity. But then there are the big lies – the manipulative or mean spirited falsehoods people spread that can really hurt others. So if someone lies as they’re trying to sell you something, lies to you at work, or the worst of all, lies to you in a relationship, how are you supposed to know what you can trust? How can you detect when someone is lying to your face? 

Numerous studies, such as those conducted at Stanford University as well as training offered by the CIA, FBI, and other intelligence organizations, have revealed that definitive patterns emerge in the nonverbals, physiology, and language of someone who is lying. These cues are accurate predictors of deception and when used in combination, are almost a surefire way to tell if someone is lying to you. 

1. Ask unexpected questions and watch their initial response.
It’s not the information in their answer you’re looking for as much as the way in which they answer. Carefully watch them during the first few seconds before they respond – if they pause, stall with “ums” and “ahs”, repeat the question, or lowers their voice and looks down, they are probably lying, no matter what they say next.

2. Look for insincere emotions and microexpressions.
It’s almost physical impossible for most people to fake a smile - the timing will be wrong, it will be held too long, turn into a frown at the end, their eyes will be too squinted, etc. This is just one manifestation of what are called microexpressions, which last only 1/25^th of a second and reveal the person’s true emotion when they are being insincere.

3. They provide too much information.
If you ask someone a question or to explain themselves and they lie to you, they often ramble on and give far too much information. They also tend to use qualifying language like “to tell you the truth,” “in all honesty,” and “as far as I know,” that’s easy to spot.

4. Ask the person to tell their story or go over the answer in reverse chronology.
Psychologists reveal that our brains aren’t wired to retell stories or reconstruct memories in chronological order, as we often start with the most emotional parts then fill in information. But when someone is lying, they carefully arrange the story – and retell it – chronologically, so asking them to do otherwise will trip them up.

5. Measure their attitude.
People who are being dishonest often become agitated, defensive, or uncooperative when you ask to discuss something or for help filling in the details.

6. Verbal cues and speech patterns.
Certain words and phrases or speech patterns reveal deceit. If a person uses excessive religious imagery (I swear to God), overemphasize their truthfulness and honesty, repeat themselves (a way to buy time while they’re gathering their thoughts), or question or attack the question, it may be an indication they’re lying.

7. Are they minimizing?
"Minimizing language" is used to try and downplay or distract from the importance of the question or the facts, such saying “It’s not a big deal,” or referring to “the company” when they would normally say “we.” 

8. Changing their head position quickly.
When you ask someone a direct question and they make a sudden head movement, they could be lying. If their head is jerked back, retracted, bows down, or tilts to the side right before they respond, it could be an inadvertent signal.

9. Their breathing shifts.
When someone tells a lie, their breathing usually changes, becoming shallow, their shoulders rising because the increased heart rate and blood flow, nerves and tension, change their normal breathing patterns. 

10. They either stand very still or shift their feet.
When someone gets nervous, defensive, or feels they are backed into a corner, their flight or fight response usually kicks in. That means they’ll either hold perfectly, unnaturally still, or shift and move far too much for relaxed conversation.

11. They touch or cover their mouths.
One of the easiest ways to tell if someone is lying or at least being shifty is if they touch their mouth, their face, or put their hand over their mouth when they speak or answer a question.

12. They cover certain parts of their bodies
Likewise, if someone inadvertently covers up certain vulnerable parts of the body like their throat, chest, head, or abdomen, assuming defensive positions, they may be lying. If they bite their lips, pull on their chin, or play with their hair, it may be more signs of fibbing.

13. It becomes harder for them to speak.
When someone lies, it can actually become physiologically harder for them to speak, as the automatic nervous system decreases the flow of saliva during stress, make their mouths and lips more dry. 

14. They don’t blink enough – or too much.
People blink more when they are nervous – like when they are lying - but some liars overcompensate and will hold a stare too long without blinking.

15. They point a lot.
If someone points a lot during their answers to questions or explanations, it may be an unconscious sign of the passive-aggressive nature of lying.

25 of the funniest business signs you'll ever see!

With almost 28 million small businesses operating in the United States, competition to attract new customers can get pretty stiff. But mom-and-pop retailers often get creative to bring people the door of their establishments, and there's no better way to do that than elicit a chuckle from someone passing by. Here are 25 of the funniest, whackiest, and just plan strangest business signs that we've found. Enjoy them - and remember to support local businesses (no matter how crazy their signs.)

If you happen to see a local business with a creative sign, snap a photo and email it to us and we'll include it when we post the next 25!

1. Good to know they use different trucks!

2. We can't argue with that math!

3. I'll take Good and Cheap, please, and wait a little longer.

4. This business owner is VERY specific about where he wants the thermostat set!

5. Referral business abounds in this plaza!

6. Yes I'll take that please.

7. This young entrepreneur is onto the next big thing.

8. So...should I come back yesterday? I'm confused.

9. Kiddie crack served here!

10. All of a sudden, I'm not in the mood for fish.

11. Sounds good! Wait - am I the other guy?

12. Sweet - a free ride in a police car!

13. You can't please everyone!

14. I can go for that.

15. Very true! 

16. Is it "Wine-thirty," yet?

17. What a great sale! 

18. A good salesman always under promises and over delivers!

19. I'm not a math major, but that's not a roll BACK.

20. Hmmm...your sign is very suspicious. 

21. That makes me feel a little better.

22. This laundry mat has an unusual uptick in business.

23. I've been saying this for ever - the people in the Walking Dead show should get on a cruise ship!

24. Even stores that are always open have to close some time.

25. Shoot! There goes my plan to get my money back after New Years!

10 More marketing tips for loan officers and mortgage professionals!

Last week, we wrote about 10 great marketing strategies loan officers and mortgage professionals could use to build a bigger audience and boost sales.  Back by popular demand, here are 10 more to help you separate yourself from the competition and thrive!

1. Release a regular informational report.

Collect all pertinent real estate and mortgage information and put out a monthly newsletter as a blog on your website and PDF, which you can share via social media and with all your referral partners and client database.  The information isn’t hard to find, and everyone will appreciate an accurate summary of market conditions.  The key to this is to have it in the same format and be consistent with it – release it on the same day of the month and do it monthly without fail.  After a few months, your audience will anticipate and even look forward to your report, and share it.

2. Host a raffle or giveaway.

A great way to increase your social media audience or add people to your email list is by raffling something off.  It can be one fun item, like a new iPod, or a bunch of smaller things, like bottles of wine or even coupons for a free massage or meal at a local restaurant.  Set it up so you need 100 new Likes or sign ups or whatever before you actually do the drawing, and make it easy for people to share the offer via social media.  Take photos of the winner receiving the item and let everyone know to stay tuned for the next giveaway, because people LOVE winning free stuff!

3. Set up your own hashtag.

Did you know that anyone can register a hashtag for free?  (As long as it’s not taken.)  What’s the benefit to that?  You’ll be able to monitor all social media messages with that hashtag and have it link back to your own personal hashtag registration page or website.  You can set up a hashtag for your own business or company but also try creating them for trending topics related to mortgage or real estate.  For instance, imagine if you were the first one to register #ShortSale before the real estate bust, or #JumboLoan, etc.  

4. Interview someone.

The great part of producing content for marketing is that you’re not limited to talking about yourself.  In fact, the less you talk about yourself, the better!  Instead, discuss your clients, community, and the interesting people around you.  The best way to do that is by interviewing other professionals, impactful business people, and community leaders.  EVERYONE feels honored to be interviewed so think of 5 dynamic people and send a nice email requesting an interview.  Send them a few sample questions so they’re not unprepared and do your homework, first.  You can write it up or even video the interview with their permission.  From there, use the content on your blog, website, social media channels, email marketing, and YouTube.  You’ll be shocked how many doors this opens!

5. Throw a client appreciation party.

Once or twice a year, get a group rate on a bowling alley, baseball game, wine tasting bus, etc. and throw a client appreciation event.  It’s a fantastic excuse to call up everyone in your database and reconnect with the sole purpose of showing your appreciation.  Take lots of photos and make sure the day is all about them!  To help with the cost, you can team up with a referral partner or two and combine your client appreciation events.    

6. Offer to speak.

Organizations always need speakers, yet speaking in public scares the heck out of people.  However, it’s one of the most effective ways to connect with a larger audience on a personal level.  So put together a nice power point presentation about mortgages, real estate, and market trends and contact local organizations with an offer to speak at their meetings.  Rotary clubs, Kiwanis, Chambers of Commerce, Realtor meetings, etc. all need speakers on a regular basis and would love to have you!  Video the presentation and host it on YouTube so you can share the link with your audience and email it out for future speaking engagements.

7. Contact internet radio shows.

Local and national radio shows sometimes need guests to discuss real estate and mortgage matters, but Internet radio shows ALWAYS need content!  It’s a great format to start building an audience and you get to chat about your specialty and what you love doing.  You can search on Internet radio platforms like BlogTalkRadio.com for business, financial, or real estate radio shows or even search by region to find one in your area.  Once the show has been recorded you can share the link on your website, via social media, and with your audience, increasing your credibility and reach. 

8. Write up neighborhood histories.

People love nostalgia, so research and create fun historical profiles for the neighborhoods you work and live in.  This works especially well if you’re planning on doing business in a specific “farm” area, like a group of high-end neighborhoods.  Document how the neighborhood came to be, old photos, notable happenings, famous residents, and the comings and goings of favorite establishments like restaurants, theaters, etc.  You’ll be surprised how quickly you’ve established yourself as a local expert and fill up the search engines! 

9. Publish a book or eBook.

You have droves of competitors, but how many of them are published authors?  Put together content about your industry (or you can pay for someone to write it for you,) with your personal spin and publish it via Amazon.com.  It will instantly separate you from your competition, build mountains of trust and credibility with your audience, and open the door for media coverage and speaking engagements, as you’re now an industry expert and authority on your subject matter.  Give a copy of your book to leads and potential clients and referral partners.  If you don’t want to incur the cost of a print book, you can start out with an eBook for little or nothing and offer it that way. 

10. Host networking mixers.

Once a week, every two weeks, or once a month, host a regular networking mixer.  Throw it at the same bar or restaurant every time (they’ll love to have the extra business and should give you discounts for beer or food.)  Tuesday or Thursday evenings right after work usually are most convenient for people and it’s clear it’s a work event.  Reach out for all your referral partners and invite plenty of new people from the business community.  Collect business cards or have them sign in at the door so you can keep in touch and build your email list.  Each week, feature one person, who gets to speak for 5 minutes or pass out promotional materials if they wish.  Get local charities involved and collect tips for donations.  Encourage others to invite people in their professional circles, and pretty soon you’re social and professional circle will be thriving and you’ll have tons of new contacts, leads, and referral partners. 

 ***

Let us know if you'd like more information or help setting any of these up!  

10 Marketing tips for loan officers and mortgage professionals. Part 1 of 2.

Loan officers and mortgage lenders have to compete more than ever to get business, and increased regulations leave less fat on the bone for commissions. Therefore, it’s of primary importance that each independent loan officer has a marketing campaign that’s dynamic and efficient yet still personal.  Traditional methods (like cold calling or billboards) are becoming dinosaurs, and marketing needs to have more depth and offer more value than just setting up a Facebook page or sending out emails.  So here are 10 innovative marketing strategies for mortgage professionals, guaranteed to differentiate you from the herd and bring in business IF you utilize them consistently.

Loan officers and mortgage lenders have to compete more than ever to get business, and increased regulations leave less fat on the bone for commissions.

These are 10 of our favorite 20 marketing ideas.  Next week look for the next 10!

1. Blogging.

As the saying goes, “If you’re not talking to your clients, someone else is,” and the #1 way to engage and interact with your clients on a regular basis is to writing a regular blog.  It fills up the search engines with your name and keywords and will build trust and credibility with your target market.  But remember that a good blog isn’t a glorified sales pitch - it should be more about the issues, questions, and lifestyle topics your audience is interested in and less about you, other than trying to help! 

2. Social Media.

To be clear, there is content and there is platform.  Content is what you produce, and platform is how you disseminate them.  Think of this as the vehicle and the roads.  A social media campaign is fundamental to any marketing campaign these days, as consumers “hang out” more online and conduct most of their information gathering and decision-making based on online information.  But it’s not enough to push around and share other peoples’ links on Facebook, Twitter, etc. – you need your own fresh, dynamic content!

3. YouTube video channel.

Video is an amazing marketing tool and easy to set up, yet so underutilized.  Set up your own business YouTube channel and start simply – by turning on the camera in a nice setting and answering one question or talking about one topic at a time.  Edit these, add your contact information, upload them to your new channel, and share them all over social media or via email with your clients.  Video will convey our personality, expertise, and better demonstrate the 95% of communication that’s nonverbal. 

4. Charity.

Get involved with local charities as a way to help the communities you do business in, meet great people, and spread awareness for you business.  Sponsor a team for walks and volunteer to do can goods or coat drives at your office during the holidays.  It’s all about doing well and doing good!

5. Q & A.

Write down every question you get from clients and even the professionals you work with.  Write out answers and share these via your blog, social media, videos, etc. as a Q & A series.  Keep them simple and brief.  You’ll be able to handle client questions (and objections) proactively and with professionalism that impresses.  Also, most people type questions into the search engines like Google, so your online relevance will quickly grow.

6. Image testimonials.

Take each written testimonial you get from clients or business partners and incorporate them into images, or memes.  Combine them with photos of houses, you with clients, first time buyers signing loan paperwork and getting their keys, etc.  Text that is also visual is opened, read, and shared at an exponentially higher rate online and you’ll be able to utilize Pinterest and Instagram, as well.  A picture is worth a thousand words! 

7. eNewsletter.

Set up a monthly or weekly newsletter and email it your database.  Remember to include short, interesting articles that add value – not just push around generic content devoid of your personality.  There are ways to do this with plenty of images, videos, and links to your website.

8. Money-saving tips.

EVERYONE likes to save money, and if you have a once-a-week money saving tip column, you’ll be a popular person!  The key is consistently and predictability – it may start out slow, but pretty soon people will be anticipating your money saving tips and sharing them like wildfire!

9. Best Of Awards.

Set up your own Best Of Awards for your city.  Why not?  What’s your favorite restaurant?  Park?  Place to spend a Saturday with your family?  Where’s your favorite car wash, farmers’ market, and winery?  Give out plenty of awards in unique and creative categories to include as many of your referral partners and favorite businesses as possible.  People LOVE these!  And then next year, do it all again!

10. Golf shirts.

Get nice golf shirts made up with your personal logo.  Wear these during hot summer work days, when you’re out doing errands, or at community events.  Give them to clients once you close their loans as a gift.  Keep them classy without turning them into a billboard – don’t include a phone number.  Don’t skimp on these or no one will wear them – get really nice Nike dry fit shirts, black and dark blue for me, pink or purple for women – so your clients will actually wear them.