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Monthly Archives: January 2020

January 28, 2020 by Patricia Sherlock - 0 comments

Experts Win on Value — Generalists Die on Price

“Experts Win on Value — Generalists Die on Price” is a quote by well-known marketing guru David Newman, who I think is a smart sales consultant. Similar to Seth Godin, Newman is right on the money when it comes to succeeding in today’s attention-deficit selling world. Newman contends that selecting a niche or specialty and […]

January 20, 2020 by Patricia Sherlock - 0 comments

Strategic Inflection Points: What is the Best Strategy?

  Every day, sales professionals experience how the customer’s buying journey has changed. This is not unique to mortgage banking but is true across the entire retail landscape. Whether a company is selling widgets or lending products, the world of customer purchasing has undergone a dramatic transformation. As a result, the traditional sales techniques for […]

January 13, 2020 by Patricia Sherlock - 0 comments

Voice Assistants: The Next Great Tool for Originators

In the last few weeks, I touched on the macro-selling strategies that lenders and originators will need to succeed in the new decade. Today, I want to go more in-depth and discuss emerging technology that could be a game-changer for salespeople: voice assistants. Yes, voice assistants! While artificial intelligence is often referenced in the media […]

January 9, 2020 by Patricia Sherlock - 0 comments

What will YOU Do if Refinance Lending Falls by 24%?

According to the MBA industry forecast for 2020, refinance volume is projected to drop by 24% from last year. The MBA predicts that refinance volume will decline even further in 2021 and 2022 with a decrease of up to 29% from 2019. These numbers are eye-opening and should serve as a wake-up call for sales […]

January 9, 2020 by Patricia Sherlock - 0 comments

A New Decade is Here: Change will be Fast and Furious

This week as a new decade begins, it makes sense to forecast what the next ten years will look like for originators and lenders. Many predictions have common themes such as interest rate fluctuations; the rollout of industry regulations; and the emergence of new technologies in mortgage banking. While these are important concerns, today I […]

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