Sales Success Requirements Transcend Market Segments

“Plans are only good intentions unless they immediately degenerate into hard work.” — Peter Drucker

In preparation for a panel I’m moderating at the MBA Reverse Mortgage Conference in San Diego, I’ve been talking to a number of top managers and producers in this market segment. What I’m hearing across the board is how this segment is so different from other areas in our industry.

While the specifics may indeed be different in terms of target audience, loan requirements etc., what is required to succeed in this — and other market segments — is exactly the same: Originators need to have a consultative selling personality and a self-employed mindset.

Top producers don’t need their supervisors to tell them they need to prospect and generate referrals. The best salespeople are continually prospecting, providing superior customer service and generating referral business.

Upcoming Event: Don’t miss the MBA Reverse Mortgage Conference next week in San Diego. On September 10, I’ll be moderating a panel on the best practices of sales professionals in reverse mortgage lending. Find out what industry leaders have to say about this important growth market.