Has One-Stop Shopping Arrived in Mortgage Banking?

In a recent investor presentation by Better.com, the digital-first homeownership company deemed the mortgage industry “broken” as “consumers deal with repetitive data requests, high fees and lack of certainty.” If customer satisfaction surveys regarding the home loan process are any indication, Better.com’s assessment is accurate. Better.com’s technology-driven platform offers a glimpse of mortgage lending’s future. […]

The Critical Importance of Soft Skills in Mortgage Banking

  With the mortgage industry’s emphasis on technology as the solution for all productivity issues, it seems that hard skills are mandatory when recruiting and developing personnel. Invariably, companies require employees to have computer and analytical skills no matter what their position. Soft skills such as communication and emotional intelligence are perceived by many managers […]

Being the First Contact Matters in Selling

  According to NAR’s annual research report on the real estate industry, nearly 75% of home buyers selected a real estate agent after interviewing only one person. The study also found that for the vast majority of customers, the agent was referred by the buyer’s family and friends. While this is no surprise, it confirms […]

Why Sales Differentiation Matters in a Purchase Money Market

  In my training classes, there is often a lot of discussion about who is responsible for establishing a differentiation strategy in an originator’s territory. Most producers believe that differentiation has to do with their lender’s branding and marketing and not about them personally. Industry research proves otherwise. At the point of sale, customers are […]