Looking Ahead to 2010

“People are a resource and not just a cost.” — Peter Drucker

Managers everywhere are keeping an eye on various industry forecasts for 2010. While many firms had a successful year due to the refinance market, some of the predictions for 2010 are not for the faint of heart.

Analysts in one report believe that 2010 will be about 60% of the volume produced in 2009. The report also stated that some companies are reinvesting 2009 earnings by putting the capital to work expanding their production facilities by adding branches and agents.

The best investment you can make to prepare for the future is in your sales force. Hiring salespeople who excel at consultative selling skills is a smart strategy that will generate demand and revenue regardless of market conditions.

Important Update:
The MBA has posted presentations from the Annual Convention. Visit http://www.mortgagebankers.org/96thAnnualConventionandExpo.htm and scroll to the bottom of the page to view the presentation for my session, “Shaping the Future Mortgage Sales Force.”