In my sales training sessions, every participant seems to understand how important it is to service the customer well in order to get referrals. Originators certainly know that service levels drive the likelihood of repeat business. But, it still surprises me how many salespeople fail to deliver a great customer experience. The devil is in the […]
Yes, I said it: “Selling is the easy part.” What separates successful originators from sub-par performers is that top producers continually prospect and others simply work their pipeline. In my view, there is no question that getting in front of potential prospects amid today’s extensive filtering systems is more difficult than ever. When you think […]
When you look at sales techniques and processes over the last decade, it is clear that selling has moved into a new era — what I call Sales 3.0. In Sales 1.0, firms implemented CRMs and other technological tools to help gather data regarding their customers. Sales 2.0 took the data gathered to start inbound […]
In my view, the mortgage banking’s business model is broken and needs to change. I hear the same sentiment from industry executives every day. One manager recently shared that his son is graduating from college and he doesn’t want him to go into the mortgage business. Why? The executive believes that in five to 10 […]