Cultivating Long-Term Success

“Core competencies meld customer value with a special ability of the producer.” — Peter Drucker

One of the biggest issues facing lenders right now is the need to bring new sales professionals into the business. Because of recent industry reconfigurations, many firms find that they have a gap between seasoned sales professionals who have already established a strong referral base and less experienced sales people who entered the business during the refinance boom. The key to long-term success will be hiring and training individuals who possess the core competencies to cultivate solid referral sources.