How to Motivate LOs in a Tough Market

In mortgage banking, it seems to be a perpetual question: “How do I motivate LOs in a tough market?” The short answer is you can’t. Motivation is an inside job. But, good managers CAN  create a positive environment that supports their team’s efforts to hit their sales goals. Here are the details: • Hire right. […]

How to Forge Stronger Referral Relationships

Top producers understand that their existing customer base is a gold mine for referrals and future revenue. The best in the business are masters at connecting with previous clients in meaningful ways that ultimately position them as valued financial advisors. Here’s a closer look at proven tactics LOs use to leverage their sphere of influence: […]

Why It’s Prime Time to Market to Millennials

Millennials’ dream of homeownership is alive and well, according to a recent Lending Tree analysis of mortgage offers on its platform. If your LOs aren’t actively courting these potential borrowers, your sales team could be missing out on bigger, better sales results. Why it matters: • Millennials – those born between 1981 and 1996, or […]

Early Signs of Recovery in the Housing Market?

Not unlike winter-weary gardeners eager for signs of spring, mortgage managers and LOs are keeping watch for better days in the housing marketplace. According to recent research from Redfin, housing recovery may be in the air. Let’s take a closer look: • Taylor Marr, Redfin chief deputy economist, noted that the company’s Homebuyer Demand Index, […]

4 Tips for Better Communication with Your Sales Team

There are many requirements for great mortgage banking leaders but one of the most important is exceptional communication skills. In his recent Harvard Business Review article, author Carmine Gallo recommends four strategies to level up your communications with your sales team. Here’s a closer look: • Simplify your language when discussing or writing about complicated […]