Make Prospecting a Priority

“There is only one valid definition of business purpose: to create a customer.”— Peter Drucker The housing finance marketplace is more challenging than ever before. Tough competition, tighter profit margins and changing industry regulations have cranked up the pressure on sales professionals. Many feel as if they have a seemingly endless to-do list with little […]

Prospecting and Performance

“People determine the performance capacity of an organization.”— Peter Drucker In my travels, one of the main complaints I hear from sales managers is that their sales professionals don’t prospect enough. Selling is about new customer acquisitions and prospecting is critical to long-term success in our business. While lack of prospecting may seem like a […]