At the MBA conference last week, I spoke with many senior executives at a variety of different-sized lenders about the state of mortgage banking and their concerns for the immediate future. Out of those conversations, two primary topics emerged: Many senior managers acknowledge that the refinance boom-let has made them profitable, but they also recognize […]
Every originator hears the word “no” a lot. Whether it is from referral sources or prospects, salespeople deal with rejection on a regular basis. There’s no question that selling is not for the faint of heart. Maintaining enthusiasm and momentum amid a daily barrage of negativity can be challenging at times for even the best […]
Everyone loves a good story. For adults and children alike, the best stories make a lasting impression. Who doesn’t remember the story of George Washington chopping down the cherry tree and the value of telling the truth. While originators aren’t tasked to share life lessons, they are challenged to connect with prospects in a meaningful […]
Everyone in mortgage origination knows that selling has changed dramatically from just a few years ago. Not that long ago, salespeople held all the information and customers had to contact them to get access to it. Now, buyers can conduct research online 24/7 to answer their home financing questions before reaching out to a […]
The best sales professionals realize sharing valuable content with their connections is a great way to stay top of mind among their target audience and to generate leads. Originators have a number of different options when it comes to delivering content to prospects and referral sources. One of the most effective tactics is to […]
Many salespeople think the best way to distinguish themselves from others is to be impartial when they are presenting or prospecting. While that might have been an effective strategy in the past, today it does not have the same impact. Our world now values authenticity and a point of view, whether it is coming from […]
In today’s ultra-competitive sales environment, originators are challenged more than ever with the task of getting prospects to listen to them. The “push” marketing techniques of the past where sales professionals spewed features and benefits hoping that someone had a need for their product or service are no longer effective. Now, people can filter out […]
Sales leaders fall into two distinct groups when it comes to what they think about social media use in mortgage origination. One camp believes that it is a time-waster and a compliance nightmare and don’t want their originators actively using it for business. The other group understands that selling has changed and originators must engage […]
Everyone has heard Woody Allen’s comment that “80% of success is just showing up.” This is true when it comes to originators creating a presence on social media platforms. The challenge for sales professionals is to show up the right way when using social media for lead generation There are several common mistakes I see […]
Mortgage origination has always had boom and bust selling cycles. When the good times roll, originators do well and are so busy closing loans that it seems there is little room for other sales activities. But when the boom cycle ends, originators can be in peril of losing their jobs and their income. The seesaw […]