Patricia Sherlock

Facing a New Reality: Five Ways to Win in a Purchase Money Market     

  During my recent conversations with sales leaders, managers across the board expressed concern about their originators adapting to the new environment of rising interest rates and the shift to purchase money. The decline in refinance business is a reality with mortgage applications dropping 43% in the last week, according to the MBA. This raises […]

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How Well Are Your Originators Managing Their Most Important Asset?

  Since 1999, I have analyzed top originators’ practices and personality traits — that’s 22 years and counting! I have conducted numerous validation studies in collaboration with psychologists to pinpoint the innate competencies that drive individuals to succeed in mortgage sales.  The simple reality is that mortgage origination is a hard business and not everyone

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