There is no question that referral sourcing is more important than ever. Companies want producers who can generate referral business and cultivate deeper relationships with those sources. When recruiting, one key question managers must ask: “Is it better to hire a relationship-builder or someone who can create value?” When you look at the selling profession […]

As we move into the new year, many industry forecasts are predicting a solid year with purchase money dominating the second half of the year. As a result, many executives are thinking about training their sales staff on purchase money techniques since the current market has been predominantly refinance. Since I consult with lenders on […]