What percentage of your LOs are consistently hitting – or exceeding – their sales goals? If you’ve settled for the status quo, it may cost your lender long-term stability and success. Why it matters: • Lackluster sales results are a clear indication that your sales team’s selling skills are at or below average. The problem? […]
Mortgage managers who fall prey to these common myths could be holding your organization back from achieving better sales results. Let’s take a closer look: Myth #1: Anyone can sell. Many managers believe that quantity (feet on the street) is more important than the quality of their LOs when it comes to selling. However, research […]
As volatile conditions continue to dominate the mortgage marketplace, many lenders and LOs are struggling to hit production goals. While there is no quick fix for the myriad of challenges mortgage managers are facing, there are definitive steps LOs can take to build market share and stay in the game. They are: Select a […]
Faced with the grim reality of rising interest rates and lower production, mortgage firms are cutting sales staff in an effort to stay profitable. Unfortunately, this strategy reinforces mortgage banking’s reputation as a boom or bust business that has difficulty adjusting to a changing interest rate environment. This isn’t a new issue. External events […]
Employee underperformance is by far one of the hardest issues for mortgage managers to contend with. Managers who hire a poor sales performer are faced with the reality that they did not properly evaluate a sales candidate during the interview process and made a bad hiring decision. Hiring mistakes often occur when managers rush […]
In our current market environment, I am often asked what strategies and tips LOs need to know to hit volume goals in 2022. In my opinion, originators who want to achieve long-term success should strive to serve their customers as professional financial advisors. Top producers often use this strategy to earn repeat business but be […]
Fact: Every day, senior managers must contend with mortgage originators who are not generating enough volume. In many cases, sales training can improve performance and move the needle on sales results – IF the training has the right components. In the past two decades, I’ve successfully trained countless originators and in my opinion, these are […]
In my recent survey of the top challenges facing mortgage managers in 2022, getting LOs to prospect for Realtor referral sources was a primary concern. Building mutually beneficial relationships with referral sources is mandatory if LOs want to reach year-end volume goals. But, establishing referral relationships and convincing a Realtor to partner with you takes […]
When faced with reduced loan volume, there are a number of business strategies lenders can take to navigate the tougher times ahead. But, rarely do I see management teams deciding to manage better and hold employees accountable for their performance. Many managers believe this strategy takes too long to execute and worry that it might […]
One of the biggest mistakes I see with LOs is that they believe their job is to manage every potential borrower who contacts them. In selling, the best sales professionals understand that not every prospect will match to their product or service. Top producers operate on the premise that real estate agents are their main […]