Patricia Sherlock

In today’s ultra competitive talent environment, recruiting and selecting new employees can be challenging at best. So when a candidate says “yes” to a new employer, managers and companies are ecstatic. But the recruiting techniques shouldn’t stop when an individual joins you. Why? Because research shows that new employees decide within the first six months […]

As we move closer to mid-year, senior managers are focusing on how to improve sales productivity. It is the number one topic that I hear lenders discuss nationwide. As market conditions change, sales organizations must adapt how they conduct business. With this in mind, I thought it would be appropriate to share some sales trends

This week the NFL 2013 draft occurred in New York City. For my Philadelphia Eagles, the pressure was on to make quality personnel decisions since last year was such a disaster (4-12). In recent years, the Philly’s draft picks had more busts than wins and was largely why the team performed badly over the last

Recently, I conducted a training class for managers on coaching and developing originators. The managers were asked to identify who they coach and what topics they instruct on. Many managers said that since they have very experienced originators (on average 20 years in mortgage production), coaching is primarily on products and back office process. Managers

Last week, I spoke at the American Bankers Association (ABA) Real Estate Conference on top producer’s characteristics, sales models and point-of-sales techniques. These topics are especially relevant considering current market conditions. My company specializes in predicting above-average producers and I am always glad to share what we have learned. During the last week, several articles

Last week, I discussed one of the biggest issues managers face today: Their originators cannot present effectively to clients and prospects. With most originators averaging 20 years in the business, the question is how has this happened? In my opinion, managers have been lulled into thinking that “experienced” originators have the skills to present effectively

As we move into the second quarter, one of the questions I hear most frequently is: “Can our originators effectively present to referral resources or customers?” The majority of managers I’ve spoken to about this believe their originators do not have the ability to make a professional presentation. Why is this belief so prevalent when

In my recent discussions with mortgage banking executives, the Number One topic that comes up is how to prepare for the changing marketplace when interest rates finally move up and refinancing slows to a halt. Much of the conversation centers on how to institute change in a sales model that has run its course. The

After the direct supervisor, the most important person for an originator is the processor. Yes. I said processor. An effective processor enables loan officers to increase their production significantly. Until recently, most hiring managers selected their friends or acquaintances for the processor position — whether the individuals were qualified or not. However, an increasing number

In recent conversations with managers, it often appears that their companies are doing well. True, an estimated 97% of lenders are making money. (What is the story with the 3 percent who are not?) However, upon further discussion, a number of managers admit to an average production per loan officer of 3 units or less.