There is no question that an aging sales workforce is a top concern for many in the mortgage industry. The numbers are frightening when you consider that the average age of mortgage sales professionals is from the late 40s to early 50s. At this point, it is clear that experienced mortgage bankers (25+ years) far […]
Recently, a mortgage executive told me that an originator had asked to use his personal marketing budget to buy leads from third-party vendors. Fortunately, the executive refused the originator’s request. Unfortunately, these requests are becoming more frequent and are indicative of the poor quality of originators at many mortgage lenders today. Before the internet, I […]
During several recent conversations, mortgage managers told me they had planned to start or augment a rookie originator program but weak volume in the first quarter made them pull back on these initiatives. They felt that supporting a rookie program in the face of having to reduce expenses would be a risky move. While I […]
Next week, I am speaking at the Calyx Software conference on how to recruit and retain Millennials. While preparing for this session, it struck me that while Gen Y is the most talked about generation, not much is really happening at the ground level to attract these individuals to mortgage banking outside of Quicken’s efforts. […]