I just returned from the MBA conference and as mentioned in Rob Chrisman’s blog, attendees were generally positive as a whole and many were having a good year and felt that the TRID issues were pretty much behind them. Certainly that was my impression as well, but I also thought on a deeper level that […]
When speaking or consulting, I am often asked, “What is the number one activity that will turn around a sales force?” The right answer has three parts: Hiring right, which I discuss often in my weekly blog; having quality first-line managers and training them on how to manage and coach; and setting performance standards for […]
Rookie programs are certainly a hot topic in the mortgage industry. The demographic data is clear that within the next seven years, practically all of the Baby Boomers will be retired, leaving companies with a large deficit in experienced sales staff. The need for rookie originator programs is not only evident but urgent! One serious […]
As we near the end of year, the topic of how to “wow” the customer is on the front burner for senior managers who want to win the battle of market share. It is clear that in an era of fickle customers, the old gifts of magnets and calendars don’t have the impact they used […]
As we move into a more difficult sales environment with the Fed lifting-off in the next few months, having a sales system based on best practices is more important than ever. In my consulting engagements, I rarely see sales organizations consistently sharing what has worked in origination. Instead, originators are left to “do their own […]
With the pro football season finally underway, the enthusiasm for my team — the Philadephia Eagles — is high. When you haven’t won a championship since 1960, every year could be THE year. This season, I find it interesting that the Eagles head coach Chip Kelly has replaced 40% of his team, even though he […]