“Specialized knowledge by itself produces nothing.” — Peter Drucker It’s a scenario I’ve observed many times over the years: A testing vendor sells sales assessment tests to a company and promptly vanishes. The reality is, in order for pre-hire assessment testing to be effective, you need more than just a test. After the sale, training […]
“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” — Peter Drucker At a recent industry event, I was surprised to hear that average production for a particular market segment was one loan per originator per month! I wondered, “Have we lowered our standards to […]
“The proof of the sincerity and seriousness of management is uncompromising emphasis on integrity of character.” — Peter Drucker Next month at the MBA Annual Conference in San Diego, I will be discussing what the sales force will look like in the future considering recent changes in the origination market. While there are many factors […]
“Plans are only good intentions unless they immediately degenerate into hard work.” — Peter Drucker In preparation for a panel I’m moderating at the MBA Reverse Mortgage Conference in San Diego, I’ve been talking to a number of top managers and producers in this market segment. What I’m hearing across the board is how this […]