Are You Prepared to Compete in a Tougher Market?

“Crossing the divide into the new realities.” — Peter Drucker

While the recent refinance market has helped many financial companies and producers have a successful current year in production, change is on the horizon. According to an MBA forecast for 2010, the refinance market is receding and the industry is moving toward a traditional business model.

The forecast stated: “MBA expects economic growth to continue through the rest of 2009 before slowing in the first half of 2010… Modest increases in home sales should drive purchase originations but refinance originations are expect to decline as mortgage rates rise.”

Any increase in interest rates will undoubtedly make selling more challenging. Are you prepared to compete in a tougher market?

Traditional markets require better selling skills. Is your sales force up to the task ahead?

Important Update: My latest article, “Raising the Bar: Hiring Integrity Sales Candidates,” will appear in the November issue of Mortgage Banking magazine. If you would like to receive a special preview, email me at