According to the J.D. Power 2022 U.S. Mortgage Origination Satisfaction Study,SM less than one in three customers say their lender delivered an optimal experience. Why it matters: • Providing a stellar customer experience is one of the best ways lenders and LOs can differentiate themselves from the rest of the pack – essential for success […]
As we approach the end of 2022, I thought it would be a good time to take a look back at the most popular Mortgage Manager Playbook podcast episodes. As in years past, we were fortunate that so many wonderful guests took time from their busy schedules to share their wisdom and insights on some […]
Mortgage banking managers who want to build a high-caliber sales team should never underestimate the importance of company culture in attracting and retaining LOs. Why it matters: Recent research indicates that 46% of job seekers said company culture was one of the deciding factors when applying for a position. Furthermore, 86% of prospective workers […]
During a recent discussion, a mortgage banking executive shared his objectives for the year ahead, noting, “I want all of my originators to be ‘up and out’ and meeting referral sources and customers in 2022.” This isn’t newsworthy for any sales professional. Frankly, it’s their job to connect with as many people as possible within […]
One of the most talked-about topics in mortgage banking is how managers can motivate employees to improve sales results. This perennial issue comes up often in executive meetings and is frequently on the agenda at annual sales rallies. At these events, motivational speakers typically recount their rags-to-riches stories in hopes of inspiring sales professionals to […]
The best sales professionals realize sharing valuable content with their connections is a great way to stay top of mind among their target audience and to generate leads. Originators have a number of different options when it comes to delivering content to prospects and referral sources. One of the most effective tactics is to […]
As anyone in the mortgage banking industry knows, loan origination is a hard job. The emotional roller coaster that originators go through on a daily basis is not for the faint of heart. Today, in our more difficult marketplace, this is especially true. Whether it is coming from the company or the individual, the pressure […]
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 […]
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 […]
As 2014 comes to a close, many managers feel it is a year they don’t want to repeat. With fairly stable interest rates projected for most of 2015 and a more positive consumer outlook tied to lower unemployment rates and declining gas prices, the year ahead may be better for the U.S. economy. As senior […]