Everyone loves a good story. For adults and children alike, the best stories make a lasting impression. Who doesn’t remember the story of George Washington chopping down the cherry tree and the value of telling the truth. While originators aren’t tasked to share life lessons, they are challenged to connect with prospects in a meaningful […]
Everyone in mortgage origination knows that selling has changed dramatically from just a few years ago. Not that long ago, salespeople held all the information and customers had to contact them to get access to it. Now, buyers can conduct research online 24/7 to answer their home financing questions before reaching out to a […]
Many salespeople think the best way to distinguish themselves from others is to be impartial when they are presenting or prospecting. While that might have been an effective strategy in the past, today it does not have the same impact. Our world now values authenticity and a point of view, whether it is coming from […]
In today’s ultra-competitive sales environment, originators are challenged more than ever with the task of getting prospects to listen to them. The “push” marketing techniques of the past where sales professionals spewed features and benefits hoping that someone had a need for their product or service are no longer effective. Now, people can filter out […]
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 […]
Everyone has heard Woody Allen’s comment that “80% of success is just showing up.” This is true when it comes to originators creating a presence on social media platforms. The challenge for sales professionals is to show up the right way when using social media for lead generation There are several common mistakes I see […]
Mortgage origination has always had boom and bust selling cycles. When the good times roll, originators do well and are so busy closing loans that it seems there is little room for other sales activities. But when the boom cycle ends, originators can be in peril of losing their jobs and their income. The seesaw […]
Every salesperson has heard the old adage, “What matters in selling is who you know.” While this saying has been around forever, the state of selling has moved to who knows you. This means that an originator must become top of mind among prospects and referral sources in their territory. No longer is it enough […]
Mortgage banking originators’ lack of social media use is a mystery. While there are some banks and credit unions that will not allow originators to use social media for marketing purposes, there are many lenders that will let them use it. So, why aren’t more originators taking advantage of these tools? What I find interesting […]
Lenders and their originators have long used TV, radio, direct mail, and print ads to get their message out to potential buyers. In the past, these standard marketing tools worked well, but today they are overshadowed by social media content marketing that is driving higher rates of engagement and generating more leads. Research indicates that […]