The Changing Role of Loan Officers

Last week at the NY Secondary Market conference, most of the sales executives I met with asked, “What is the most important issue going forward for the industry?” My response I think will be surprising to many. While improving the manufacturing part of the process is important and long overdue, I believe our real challenge […]

Messier 87 and Mortgage Banking

Last week, scientists announced the discovery of an extraordinary, “supermassive” black hole at the center of Messier 87, a gigantic galaxy about 55 million light years away in the constellation Virgo. The image was produced by the Event Horizon Telescope, a network of 10 radio telescopes spread across the planet that functioned as if it […]

Be Obsessed or Be Average!

After working with sales organizations for the past 20+ years, I am always amazed how accurate the Pareto principle (80/20) is when analyzing loan officer production. In every sales group, there is always a smaller number of originators (the vital few) who are successful regardless of market conditions, volatile pricing and the highly regulated lending […]

What Lenders Need Now Are Great Managers!

It seems like every day I receive emails from lenders that want to hire producing branch managers. The job descriptions are usually similar and require the branch manager to be responsible for P&L, lead management and on-time closings; working with processing and underwriting; recruiting and retaining branch sales and support staff; and generating their own […]