The two topics that I am most often asked to train on are prospecting and recruiting. I think this is no surprise since selling in the marketplace is now more difficult than it has been in the past. In many ways, prospecting and recruiting are the same, just with different targets. Both require an individual […]
Five Keys to Recruiting and Prospecting Success Read More »
In my sales training sessions with originators, it is clear that many of our industry’s producers are having a difficult time selling in today’s hyperconnected world. Likewise, management teams are facing similar issues. The big question is how to sell and market products and services when unlimited information, short attention spans and intense competition have
Why Sales Success is like High School Read More »
During my sales training classes on prospecting, I ask originators how many referral sources they have. I see the same thing again and again. A majority of originators are dealing with only three or four consistent referral sources. For these originators, this scenario is a time bomb that could negatively impact their budgeted goals unless
The Secret Killer of Sales Performance Read More »
When I am training originators on how to prospect in today’s marketplace, there is always a discussion on what is considered timely or best practice when contacting consumers. In the past, when there was not as much competition and information was not as easily obtainable, being slow to respond did not impact an originator’s
Hooking Consumers Earlier is Critical Read More »
During my recent MBA webinar series on recruiting, hiring and onboarding, I polled participants on these topics. Last week, I asked students “What percent of new hires leave the company or are terminated within 180 days of their hiring date?” The answer was shocking. Attendees estimated that 60% of their new hires don’t last
New Hire Turnover is Hurting Production Results Read More »
After the New England Patriots’ Super Bowl win last Sunday, there has been much discussion about whether Bill Belichick is the greatest coach of all time because of his team’s incredible record — 16 consecutive winning seasons in an era where the salary cap has made staying on top nearly impossible. How has Belichick been
The Pursuit of Sustainable Success Read More »
Last week, I had a dozen phone conversations with lenders who are concerned about the future of mortgage banking. Some managers believe looser financial regulations are coming back. Others contend that we are in a more transformative period. Whatever comes to pass, one thing is clear: the mortgage banking landscape of the future will not
Mortgage Sales Transformation: Stepping Up to the Plate Read More »
One of the top issues in mortgage banking is the question of how new technology will impact mortgage origination. In previous years, the back office has received all the technological focus and now it is time to shift that attention to the front-line. Certainly, agencies and vendors are finally coming out with products to address
Are Your Originators Digital Exiles? Read More »
The refinance market seems to finally be coming to end with the recent interest rate increase. While the writing has been on the wall for a while, it is amazing how many managers and their companies are acting shocked. The most striking thing about it is how many are unprepared for what has been discussed
Black Swans and Mortgage Sales Read More »
Tiny housing is a hot topic that seems to be everywhere. Whether it is day or night, there are TV shows featuring customers purchasing houses that are 500 square feet or less. The drive behind the trend is either downsizing or wanting a different lifestyle. Regardless, it is a trend that has traction. Similarly, tiny
The Hottest Trends in Sales: Tiny Houses and Tiny Commitments Read More »
