“Precisely because change is a constant, the foundations have to be extra strong.” — Peter Drucker
At a recent speaking engagement, I had two very different conversations that illustrate a growing problem in our industry: lowering our standards of excellence. One firm I spoke with said their average production per loan officer was $1 million which they felt was “pretty good” considering current marketplace conditions. Another company I spoke with averages $20 million per loan officer. When companies lower their standards and “settle for less,” the result is a mediocre sales culture. A tougher selling environment like the one we’re experiencing demands higher performance not lower to ensure success.