The New Rules of Prospecting

Prospecting has been a hot topic for sales organizations this summer. As the industry moves away from a refinance market, generating new customers and referral sources is paramount. The challenge is that reaching customers is not as easy as it was before. Today, there is technology to block prospecting efforts on all fronts. There are […]

What Losing MSAs Means to Lenders

The recent announcement by Wells Fargo and Prospect Mortgage that they were ending their marketing service agreements (MSAs) with real estate brokers has sent a shock wave through management teams. MSAs have been around for years under the justification that placing a lender’s originators in a broker’s office was a way to guarantee sales volume […]