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Monthly Archives: March 2021

March 29, 2021 by Patricia Sherlock - 0 comments

Five Strategies for Mastering Virtual Sales Presentations

  Last year was especially challenging for sales professionals after in-person sales calls ground to a halt due to the pandemic. Many originators were forced to adapt to the new world of virtual selling — and fast! For producers used to doing business face to face, lack of virtual selling skills didn’t matter as much […]

March 22, 2021 by Patricia Sherlock - 0 comments

Facing a New Reality: Five Ways to Win in a Purchase Money Market     

  During my recent conversations with sales leaders, managers across the board expressed concern about their originators adapting to the new environment of rising interest rates and the shift to purchase money. The decline in refinance business is a reality with mortgage applications dropping 43% in the last week, according to the MBA. This raises […]

March 15, 2021 by Patricia Sherlock - 0 comments

How Well Are Your Originators Managing Their Most Important Asset?

  Since 1999, I have analyzed top originators’ practices and personality traits — that’s 22 years and counting! I have conducted numerous validation studies in collaboration with psychologists to pinpoint the innate competencies that drive individuals to succeed in mortgage sales.  The simple reality is that mortgage origination is a hard business and not everyone […]

March 8, 2021 by Patricia Sherlock - 0 comments

Lenders’ Biggest Dilemma: Invest in Training or Be Replaced

  In the last few weeks, nearly every conversation I’ve had with senior mortgage executives has centered on one of two issues: finding sales and processor talent; and delivering an excellent customer experience throughout the loan process. To be sure, getting the human capital side of the mortgage business right when volume is through the […]

March 1, 2021 by Patricia Sherlock - 0 comments

Are Your Originators Ready for a Purchase Money Market?

  Last week, mortgage interest rates rose an average of 13 basis points, according to Bankrate. While mortgage rates are still historically low, many lenders were caught off guard, thinking that interest rates wouldn’t increase until later in the year. Likewise, refinance applications dropped 7% to 68.5% of the total volume. Freddie Mac also reported […]

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