Leveraging Social Media

Patricia Sherlock

“Major changes always start outside of an organization.” — Peter Drucker

In our industry, there has been much discussion about the use of social media as part of the origination process. What we’ve found is that social media is really a tool used by the top sales people, primarily for prospecting. In our experience, below-average sales professionals have not adapted to the new technology and don’t really use it. The fact that top performers use it correlates with their above-average prospecting and selling skills.

Want to learn more? I am moderating a panel on “The Secrets of Top Producers and Their Use of Social Media” as part of the MBA Secondary Marketing/Loan Production Conference in New York City. The session is May 2, 2011 from 10:30 – 11:45 a.m.

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