The New Paradigm for Success

“Anticipate the future and be a change leader.”— Peter Drucker
Historically, the mortgage banking industry has been based on a “field of dreams” approach: If you build it, they will come. In recent years, that old paradigm has shifted from a “push” market to a “pull” market. Today, customers are more knowledgeable than ever and come to the sales person having already investigated the options. This means that in order to win the business, the sales person must be at the very top of his or her game. Does your sales force have what it takes to succeed in a “pull” market?