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Monthly Archives: December 2017

December 19, 2017 by Patricia Sherlock - 0 comments

Convincing Prospective Referral Sources: “Why Change Now?”

This year, prospecting for new referral sources or brokers has been one of the most frequently requested topics in my sales training sessions. There is no question that lack of referral sources is directly linked to low volume for originators. Having a handful of referral partners is no longer enough to succeed in the current […]

December 4, 2017 by Patricia Sherlock - 0 comments

Do Your Originators Sell Supply or Create Demand?

When I ask executives about the role of the loan officer, many answer that the originator’s job is to take the loan application and match the customer with the right product that the consumer qualifies for. There is no question that this is an important function but in my view, originators must do more to […]

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