What Matters Most: Pricing or Customer Experience?

In my conversations with originators, they will often confide how much more difficult it is to sell today versus in the past. The truth is it is more difficult to sell in the current marketplace. Real estate agents don’t go to the office anymore; brokers don’t want more than a few lenders; and borrowers don’t […]

Do You Know the First Step to Better Sales Results?

The hottest topic in the Philly area is the performance of the Taney Dragons, an inner city youth baseball team that made it to the Little League World Series. They are bigger news than all our other professional teams, which is saying a lot. The team’s pitcher, 13-year-old Mo’ne Davis has captured national attention for […]

Five Indicators of a Declining Sales Group

Do you ever feel that that your sports team is headed for a major decline? My favorite baseball team, the Phillies, comes to mind. They had a wonderful record from 2007 to 2012, but the last two years have been dreadful. Honestly, they are hard to watch as I count the days for football season […]

The Real Impact of Short-Term Thinking

When asked to describe their company, a number of mortgage executives respond that they’re “like a family.” While this sounds good and was perhaps true in the past, the “family” model is virtually non-existent in today’s workplace environments. Consider that the “family” employment model was supported by an era of stability. During this time, companies […]