Being the First Contact Matters in Selling

  According to NAR’s annual research report on the real estate industry, nearly 75% of home buyers selected a real estate agent after interviewing only one person. The study also found that for the vast majority of customers, the agent was referred by the buyer’s family and friends. While this is no surprise, it confirms […]

Are You Hiring Radical Change Agents?

Jamie Dimon, Chairman and CEO of JPMorgan Chase Bank and respected banking industry guru recently said in an interview that bankers lack imagination when it comes to envisioning what their customers need. He noted that Fintech companies in particular, “are making great strides in building both digital and physical banking products and services. From loans […]

Three Solutions to Win: “It’s a Dog Fight in Mortgage Origination.”

  Last week, a mortgage executive exclaimed, “It’s a dog fight in mortgage origination!” as he described the current lending environment. Indeed, fierce competition, crazy pricing and non-existent housing inventory have created additional challenges in an already volatile marketplace. To compound these issues, Zillow recently noted that almost 50% of sellers are receiving contracts for […]

It is Time to Get Serious About Prospecting

In 2020, many originators pushed prospecting to the backburner. Thanks to the record-breaking refinance boom, originators were able to hit volume and income goals without much effort in the prospecting department. This year, a very different story is playing out. While interest rates are still low, marketplace volatility has complicated the financial outlook. A recent […]

It’s Time to Stop Selling and Become a Trusted Advisor

  Every salesperson knows that transactional selling is no longer relevant in today’s marketplace. With unlimited access to information online, prospects and customers conduct research on their own and don’t need someone to explain product features and benefits. However, this creates another issue for consumers that originators are uniquely positioned to solve. With so much […]