Are You Overtalking with Prospective Clients?

  All sales professionals know that their main objective is to persuade potential buyers to select them over their competitors. In mortgage banking, this is a monumental challenge considering the vast number of originators chasing after a finite group of prospects. The Bureau of Labor Statistics estimates that there are 322,000 loan officers in the […]

Are You Zigging When Others Are Zagging?

In every conversation I’ve had regarding the 2022 mortgage banking forecast, it’s clear that the year ahead will be challenging for lenders and originators.  For those new to the industry, this might be a shock but experienced producers are all too familiar with the industry’s boom-or-bust cycles. To be sure, interest rate fluctuations, housing supply […]

The Key to Improving “B” Originators

During a recent conversation, a mortgage banking executive shared how difficult it is for some originators to transition from the easy business of borrowers shopping for lower interest rates to the arguably tougher sell: Convincing prospects that financing a home loan for 30 years is in their best interest. Even when producers recognize and admit […]