Still Using Needs-Based Sales Training?

    Since the 1980’s the most popular sales training method has been on needs-based selling. Even today, many mortgage companies teach this approach to originators as a tactic for prospecting for brokers or referral sources. The trouble is that needs-based selling is no longer effective in a world where buyers have unlimited access to […]

Is Your Sales Team Playing the Blame Game?

Mortgage managers often ask me, “What defines a great sales culture?” One important characteristic is that companies with a great sales culture refuse to play the “blame game.” This means when a problem arises, everyone involved “owns it” and takes corrective action. Cultures where the blame game is prevalent are always looking for the guilty […]

Ready to Make Better Business Decisions?

All managers believe they make smart, rational business decisions. When determining the right strategy, they will tell you that they research, weigh their options and execute. But when the decision doesn’t work out, things get complicated. To protect their initial decision, many managers opt to keep investing either time, money or both in the hopes […]

Three Issues to Master for Success in 2015

As we close out this year, it makes sense to discuss what actions managers need to take to ensure sales success going forward. In my experience, managers often misunderstand what drives success in mortgage origination. In Aligning Strategy and Sales, a great book by Frank Cespedes, the author covers the choices, systems and behaviors managers […]

7 Strategies for Sales Success in 2015

As we get closer to 2015, many management teams are looking to identify new opportunities for growth to increase revenue. Some companies pursue mergers and acquisitions while others roll out new products and pricing. Regardless of what strategies your company traditionally uses, it is worth exploring a wide range of opportunities for maximum growth. Global […]

Are You Hiring for Talent and Culture?

Last week, I attended the annual MBA convention and not surprisingly, many of my conversations with executives were about why the hiring strategy of pirating veteran originators from other companies no longer works. One executive even lamented how she was tired of pacifying originators who made $750,000 in the past and now were earning only […]