In recent conversations with managers, one of the questions I hear most frequently is what to do about salespeople who won’t prospect for new business. For many managers, this issue is especially perplexing because the majority of originators who fail to prospect have years of experience in the industry and may have been successful in […]
In my recent discussions with managers, it seems nearly every sales organization is grappling with the issue that future success in mortgage origination requires taking market share from your competitors. To accomplish this, I find that managers are either trying to hire like crazy (typically at the branch level) or trying to train their salespeople […]
Last week, I discussed common mistakes that managers make when coaching originators. This week I would like to cover what I believe are the two biggest errors originators make that prevent sales success. They are: 1. Not creating a personal sales system — Originators who “wing it” have a haphazard sales approach. These individuals never […]
As we move toward 2014, many companies are deciding how to compete in a non-refinance marketplace. I’ve noticed several common refrains managers use to improve employee performance, that in my view, simply don’t work. Dan Kennedy’s book, “No B.S. Sales Success in the New Economy,” discusses these issues in greater detail. According to Kennedy, three […]
As some of you know, the Phillies are my hometown team, and I am sad to say, the former champs seem to have fallen on hard times. From 2008 to 2011 they were on fire, winning the World Series and several national league championships. In 2013, they are currently 22 games out of first base […]