The Smartest Move Lenders Can Make in 2023

  If your sales force isn’t tapping into a more multicultural market, you and your lender could be leaving millions in new business on the table. Why it matters: The buying power of African American, Asian American and Native American consumers, has increased exponentially to $3 trillion in 2020. Source: University of Georgia’s Selig Center […]

What it Takes to Convince Borrowers to Buy

  Many managers believe that improving originators’ product knowledge is one of the most important investments they can make. Granted, qualifying borrowers and slotting them into the appropriate loan is key to an originator’s success. But, managers tend to overlook another critical element that is mandatory for origination: excellent communication skills. In general, managers fail […]

Are Your LOs Properly Qualifying Prospects?

When I’m conducting sales reviews, less experienced originators will often lament that they really connected with a prospect but that their pitch didn’t translate into a sale. “What went wrong?” they ask. The reality is that just because a prospect and a seller have a good conversation is no guarantee that the sale will happen […]

Connecting with Real Estate Agents in a Digital World

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 […]

Happy Ears Syndrome and How to Cure It!

  Anyone in mortgage banking can attest that origination is not for the faint of heart. Like many other industries, our business is cyclical which means LOs must endure the inevitable ups and downs which can be an emotional rollercoaster. So, when a prospect seems receptive to a sales pitch, it is understandable that LOs […]