Over the course of my career — as a salesperson, a sales manager, a senior executive and now, as a sales trainer — I’ve watched selling undergo dramatic changes. Prospecting is harder, competition is fiercer and closing is never a sure thing. One of the most monumental changes is that the balance of power has […]
Many originators believe that sales success is driven by their lender’s products and technology. A lender’s ability to compete in a commodity market such as mortgages requires these basic elements to be in place. But, what really determines an originator’s success comes down to the individual’s sales capabilities and skills. Whether they’re selling widgets or […]
I often hear from managers asking about training their underperforming originators. With the marketplace shift to purchase money, leadership teams have put underperformers on their radar as they try to address lower volume. When the market was hot last year, underperformers were there but overlooked because refi volume was off-the-charts. Now, with a less […]