Patricia Sherlock

As some of you know, the Phillies are my hometown team, and I am sad to say, the former champs seem to have fallen on hard times. From 2008 to 2011 they were on fire, winning the World Series and several national league championships. In 2013, they are currently 22 games out of first base […]

Recently, I discussed why coaching drives sales performance and helps originators learn new skills and why standards must be in place so the individual being coached understands the expected performance requirements. Today, I would like to share the most important key to successful coaching: effective feedback. Feedback is about the manager giving direction so the

Last week, I discussed why coaching is the most important component of a manager’s position. Effective coaching by the direct manager ensures that new behaviors are adopted by the originator. Otherwise, the sales person will revert back to their old habits at the first signs of stress. As we move into a more difficult marketplace,

With the market changing to purchase money, I am often asked what sales training senior executives can implement to help their sales staff make the transition successfully. Senior managers are startled when I tell them that the best training investment a company can make is to train their sales managers on how to effectively coach

In early July on David Lykken’s radio show “Lykken on Lending,” I spoke about the disconnect between management and sales that many mortgage companies are experiencing. I would like to share my thoughts on this important topic and discuss what I see at the top mortgage companies. While there are many reasons for the disparity,

In a recent interview, Warren Buffet, one of the most successful business leaders in the world, was asked what is on the top of his list when he buys or invests in a company. Buffet responded simply “sustainable competitive advantage.” The term competitive advantage is widely used but not really understood. What does competitive advantage

In recent conversations with senior managers, the rise of interest rates has hit home and the discussion of how to move their sales forces forward is now on the front-burner. Many want to know how the best companies in the industry are handling the inevitable transition from a predominantly refinance market to a purchase money

In my recent conversations with senior executives, it is generally recognized that with rising interest rates, the time is quickly approaching when critical changes will be needed in their sales organizations. The question that most are grappling with is should changes be incremental or transformational? While it would be nice to say that the correct

If you had to decide between having a team of excellent originators with an average manager or having a team of average originators with an excellent manager, which would you choose? Many executives would select a team of excellent originators. Their argument would go something like this: &#8226 Replacing a top producer is harder than

In reflecting on the past six months, it struck me that corporate management teams know the Fed will likely reduce purchasing of mortgage bonds which will generate rising interest rates. As Rob Chrisman said in a recent newsletter, “With the Fed holding rates artificially low, when the Fed stops, rates will go up – any