In my sales consulting practice, I have conversations with senior managers every day about sales professionals who are not generating enough volume. At some point during our discussion, executives will often comment, “I don’t have time or the money to train them.” Without an investment of time, money and training, it is highly unlikely […]
Three Questions to Ask Before Investing in Sales Training Read More »
There is no hotter topic in business than the Great Resignation — a term coined by economists for the mass exodus of employees from their jobs that began in 2021. The disruption caused by the global pandemic enabled many employees to rethink their careers, work/life balance, long-term goals and working conditions. The result? A
How to Resolve the Talent Acquisition and Retention Crisis Read More »
Succession planning is a dirty word in mortgage banking. Many senior executives realize how important their company’s continuity is for employees as well as their personal retirement wealth but developing – and implementing – a plan is another story. Failure to plan for future leadership can be devastating not only for the executives who
Succession Planning: Your Company’s Future Growth and Your Seamless Exit Depend on It! Read More »
The people we surround ourselves with can greatly impact our success – either negatively or positively. This isn’t newsworthy. In fact, your mother probably gave you some version of that advice when you were growing up. In the business world, much has been written about the importance of having an inner circle of mentors and
Three Types of Advisors Every Originator Should Have Read More »
As we start the new year, senior executives are focused on planning for significant volume changes, based on mortgage banking forecasts. Many managers feel that it’s nearly impossible to plan because our industry’s success is tied closely to external factors like interest rate fluctuations which are beyond their control. While this is true to a
Start the New Year Off the Right Way! Read More »
In a recent article from The MReport, mortgage managers discussed their strategies for selecting and retaining new hires. While many managers easily evaluated sales candidates based on production reports, they often had difficulty trying to assess an originator’s people skills. To help them finalize a hiring decision, managers said they frequently relied on how well
Why Hiring Based Solely on a Sales Candidate’s Interview is a Mistake Read More »
During a recent discussion, a mortgage banking executive shared his objectives for the year ahead, noting, “I want all of my originators to be ‘up and out’ and meeting referral sources and customers in 2022.” This isn’t newsworthy for any sales professional. Frankly, it’s their job to connect with as many people as possible within
The Holy Grail of Origination Success Read More »
One of the most talked-about topics in mortgage banking is how managers can motivate employees to improve sales results. This perennial issue comes up often in executive meetings and is frequently on the agenda at annual sales rallies. At these events, motivational speakers typically recount their rags-to-riches stories in hopes of inspiring sales professionals to
Motivation or Discipline: What Matters More in Sales? Read More »
All sales professionals know that their main objective is to persuade potential buyers to select them over their competitors. In mortgage banking, this is a monumental challenge considering the vast number of originators chasing after a finite group of prospects. The Bureau of Labor Statistics estimates that there are 322,000 loan officers in the
Are You Overtalking with Prospective Clients? Read More »
As an avid football fan, I am amazed at Tom Brady’s incredible performance week after week in a sport where the average career for most professional players is just 2.5 years (Chron.com). Athletes in the quarterback position average about 3 years on the playing field. Brady’s phenomenal success in one of the most competitive
What LOs Can Learn from Tom Brady’s Phenomenal Success Read More »
