Why Working Smarter is the Best Bet

The most common selling mantras are based on the concept of “doing more.” Managers have forever emphasized that if originators simply work harder, knock on more doors or make more calls, sales success is guaranteed. While this sounds reasonable, it is not correct. It takes something else to succeed in origination. In selling, the “doing […]

Do You Really Want to Be a Successful Originator?

Every crisis provides an opportunity for mortgage managers to put everything on the table and re-examine their LOs’ selling models as they determine the best path forward. One manager recently said to me, the pandemic has changed everything and “inmates are no longer running the asylum in mortgage banking.” Of course, this may not be […]

Keys to Long-Term Sales Success

Sales success is one of the most frequently written about topics in the business world. A quick Google search pulls up more than 1 billion results on the subject! Countless articles and books have addressed what it takes to achieve sales success. Over the last 10 years, I have contributed my fair share to this […]

“Lone Wolves” Starve to Death

A mortgage banking executive recently asked me what distinguishes more successful managers from their peers. This was easy to answer. In my experience, managers who get promoted to the highest levels surround themselves with their own personal “board of directors” who help them achieve their goals. Every manager has strengths and weaknesses. More successful managers […]

Five Key Questions Originators Must Answer

Researchers estimate that 95% of consumers’ buying decisions are driven by emotions. While most people believe they are rational and make decisions weighing all the evidence, the reality is very different. Many salespeople recognize this but inevitably, there are producers who claim their customers are different and more price-sensitive than other consumers. If you take […]

The Fallacy of “I am Different”

  Why do sales groups and originators fail? While there are many reasons for poor results, one that I see frequently in my sales consulting practice is the “I am different” rationale for not making necessary changes and adapting to a new environment. Yes, every lender has a distinct customer base and marketplace. But, the […]

Successful Selling in a Volatile Market

We are living in interesting times where fact is fiction and fiction is fact. Whether it is COVID-19 protocols or the idea that everything will go back to “normal” after this upheaval, there are a lot of assumptions and misconceptions that will impact our future course. The new reality for mortgage bankers and all businesses […]