Are Your Originators Performing Competitive Analysis?

Many originators and managers will readily admit that the current market is competitive but when asked specifics, the majority —especially at the originator level — cannot explain the marketing position of the competition and its local originators. When managers fail to instill a discipline of knowing your competition inside and out, the inevitable result is […]

Still Using Needs-Based Sales Training?

    Since the 1980’s the most popular sales training method has been on needs-based selling. Even today, many mortgage companies teach this approach to originators as a tactic for prospecting for brokers or referral sources. The trouble is that needs-based selling is no longer effective in a world where buyers have unlimited access to […]