Patricia Sherlock

3 Sales Training Pitfalls to Avoid

The best mortgage managers recognize that updating their sales team’s selling skills is mandatory if their LOs want to remain top of mind and relevant in the marketplace. However, all sales training is not created equal. If your last training initiative didn’t deliver results, one of these common pitfalls was likely the reason: • One-Off …

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Recruiting Younger LOs: Crossing the Generational Divide

As older, more experienced LOs hit retirement age and exit the business, mortgage bankers are under increasing pressure to hire and train younger sales professionals. To successfully recruit these up-and-coming workers, managers will need to understand the differences between generations so they can bridge the gap and attract new sales talent. Here’s what you need …

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New Study Reveals Fresh Insights into First-Time Homebuyer Market

A new study conducted by jeweler Shane Co.’s “The Loupe” reveals fresh insights into the first-time homebuyer market. Loan officers who target these prospects can fine-tune their sales strategies accordingly for better sales results. Here’s what you need to know: • The study found that the average U.S. homeowner rented for 5 years before purchasing …

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