In my sales training sessions with originators, it seems many producers are stuck in a specific role such as selling price or the best service. The problem is there are literally thousands of originators in the marketplace with the same sales strategy. Top producers, however, present themselves differently to new referral sources. They move […]
Why Originators Need to Elevate Referral Source Conversations Read More »
Mortgage origination is booming —largely thanks to marketplace changes precipitated by Brexit. In my conversations with originators and managers across the country, everyone seems to be having a great summer. However, during a refinance-driven market, it’s easier for companies to ignore poor sales behaviors when customers are contacting originators for a lower rate. This year,
Are You Missing This Hidden Opportunity in a Boom Market? Read More »
If there is one defining factor in the business world today, I think the answer is speed. Being fast is mandatory to succeed in an ever-changing marketplace environment. There is a reason that Quicken Loans called its new mortgage process “Rocket.” Global events such as Brexit can impact housing finance in an instant and companies
The Importance of a Speedy Culture and What Holds Companies Back Read More »
There is little disagreement among corporate management that the task of all branch managers is to get the best from their sales personnel. In fact, the single most important managerial competency that separates highly effective managers from average ones is coaching ability according to the Harvard Business Review. However, at many mortgage companies, coaching isn’t
A Rookie Originator Deserves a Great Coach! Read More »
The Olympic swimming trials ended last weekend with 35 rookies and 15 veterans making the team. Similar to other sports, the new team members far outnumber the more experienced athletes. While it was certainly sad that champions Missy Franklin and Sanya Richards-Ross did not do well in events that they once dominated, younger stars are
Are You Ready for the Next Sweeping Transformation in Sales? Read More »
This past weekend, many of the Olympic trials were held to determine who will represent the United States in the Summer Olympic Games in Rio. I am always enthralled by the personal stories of the athletes and how so many persevered through difficult circumstances and succeeded. While only a few individuals can make the team—the
How to Perform When the Stakes Are High Read More »
Personal branding is one of the hottest topics in the business world today. In the past, it was thought that branding was only relevant at the corporate level, but now through the power of social media, individuals are recognized as having a personal brand. The most successful originators understand that their business model is driven
Five Critical Questions About Personal Branding in Sales Read More »
Are you still selling to strangers? This might sound like an odd statement to say to originators who are tasked with generating business any way they can including doing business with people they don’t know. Instead, what I am talking about is that in today’s sales environment, there is no reason to make cold calls
Are You Still Selling to Strangers? Read More »
Conventional wisdom in mortgage banking contends that it is a smart bet to hire experienced originators because they will be able to ramp up quickly; are already trained; and have a book of business. Hiring inexperienced salespeople who need to be trained is viewed as a more risky investment. While this strategy may hold true
Why Conventional Wisdom on Experienced LOs is Wrong Read More »
In my sales training sessions, every participant seems to understand how important it is to service the customer well in order to get referrals. Originators certainly know that service levels drive the likelihood of repeat business. But, it still surprises me how many salespeople fail to deliver a great customer experience. The devil is in the
How Originator Quality Impacts Customer Experience Read More »
