What’s the secret to sales success? Happy customers! Yes it really is that simple. Just look at the most successful companies over the last decade (Apple, Google, Zappos). What do they have in common? Customer trust. Customer happiness. Customer delight and focus. Executives will often state that they are committed to the customer, but when […]
Do You Know the Real Secret to Sales Success? Read More »
In the mortgage industry, the rate of change has been unprecedented in recent years. From regulations and CFPB audits to acquiring referral sources and customers, the business environment is constantly changing and managers can no longer play it safe or settle for the status quo if they want to succeed. As Buckminster Fuller, who created
Does Your Sales Organization Have Enough Change Agents? Read More »
Recognition is a key component of retaining your originators. In today’s market where every company is looking for salespeople, it is amazing how few managers don’t bother to say “thank you” to their employees and especially to their top producers. During consulting engagements, I often hear top originators lament that they are made to feel
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In my consulting practice, I find that one of the most prevalent sales management myths is that money is the primary motivator for originators. If so, then why are sales executives always tweaking sales compensation plans with the hope that it will change their sales results? The reason is because it is easy to do
Do You Know the Number 1 Myth in Sales Management? Read More »
Conventional wisdom dictates that originators complete to do lists to succeed but the problem is that lists don’t work and can actually get in the way of real progress. Why? To do lists are tasks of everything that is on a salesperson’s plate for a day. What this translates into is an unstructured collection of
To Do Lists Don’t Work! Read More »
During sales training, when I ask originators to define selling, many reply that their job is to decide what customers want or need and then persuade them to buy it. This sounds reasonable and most sales people will agree that this is what they experience when making their own purchases. Certainly, most sales training is
Is Your Sales Force Pushing or Pulling Customers? Read More »
It is hard to believe, but the first quarter is almost at an end. I think that it is a good time to discuss the falsehood of “getting one more loan” out of average originators. I have discussed this before, but it is such a common belief by mortgage origination managers that I believe it
Is Your Origination Model Ineffective? Read More »
Mortgage managers often ask me, “What defines a great sales culture?” One important characteristic is that companies with a great sales culture refuse to play the “blame game.” This means when a problem arises, everyone involved “owns it” and takes corrective action. Cultures where the blame game is prevalent are always looking for the guilty
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In this current environment, many mortgage companies are continuing to experience high turnover. Managers believe that the primary reason originators leave is for more money. While this may be true for a small percentage, research shows that the majority of originators who change companies (80-90 percent) do so for reasons other than money. Studies show
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As 2015 picks up steam, many management teams are looking to identify new opportunities for growth to increase revenue. Some companies pursue mergers and acquisitions while others roll out new products and pricing. Regardless of what strategies your company traditionally uses, it is worth exploring a wide range of opportunities for maximum growth. Global management
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