Social Selling is a Game Changer!

Sales leaders fall into two distinct groups when it comes to what they think about social media use in mortgage origination. One camp believes that it is a time-waster and a compliance nightmare and don’t want their originators actively using it for business. The other group understands that selling has changed and originators must engage […]

Are You Running Your Business Like an Ostrich?

Last week, a lender reached out to me regarding consulting services because the company’s production was down 20% from the previous year. This is a familiar scenario in mortgage banking where companies that once had high volumes are experiencing lower production and higher costs. The big question is what can lenders do to turn around their […]

If Nothing Changes, then Nothing Changes

  In today’s volatile financial marketplace, lenders and their originators must position themselves as different from their competitors if they want to be successful. This reality is challenging everyone to abolish a “being average mindset” in delivering their services from prospecting to closing. Not doing so is a ticket to becoming irrelevant. Obviously, differentiating yourself […]

Is Self-Service the Future of Mortgage Banking?

One of the most talked about topics in mortgage banking is whether the industry will evolve into a self-service business. Many managers are speculating whether purchasing a home loan will become a fully automated, point-and-click business similar to booking an airline flight or obtaining concert tickets. A number of high-level executives believe that digital is […]