The Next Great Marketing Opportunity

I recently saw an episode of the television show “Glee” where Ricky Martin, the new Spanish teacher at McKinley High, makes a point about how Hispanic and Latino demographics will impact American society. So, how large will the impact be? In 2011, Wharton published a report addressing this same issue: the projected impact of a […]

The Keys to Increasing Market Share

With the exit of major players in the mortgage sector, I think that there has never been a better time to capture market share. Increasing market share centers on having the best sales professionals in the trenches — those who are knowledgeable, driven and can connect with the customer faster than ever before. Sales professionals […]

Can Your Originators Pass Prospecting 101?

I’ve been getting a lot of questions about the recently created Consumer Financial Protection Bureau (CFPB) and their interest in grading an originator during the sales process. While no one knows exactly how the CFB will accomplish and evaluate an effective sales call, one thing is certain: a lender’s sales process and the interface between […]