The Myths and Realities of Motivating Originators

  During my webinar for Franklin American/Citizens Bank last week, a manager asked what he could do to motivate his producers in this challenging market. I get this question frequently and my answer is that managers can’t motivate others — originators have to motivate themselves. You can’t motivate salespeople any more than you can empower […]

The Fallacy of Doing More in Origination

It seems that every time production gets more difficult, originators and their managers request training on how to increase their sales results. While it is reasonable to think that originators simply need to work harder to generate better results, this often isn’t enough to correct a sales slump. In my experience, the real solution is […]