Are Your LOs Properly Qualifying Prospects?

When I’m conducting sales reviews, less experienced originators will often lament that they really connected with a prospect but that their pitch didn’t translate into a sale. “What went wrong?” they ask. The reality is that just because a prospect and a seller have a good conversation is no guarantee that the sale will happen […]

What Defines Good Sales Training?

Fact: Every day, senior managers must contend with mortgage originators who are not generating enough volume. In many cases, sales training can improve performance and move the needle on sales results – IF the training has the right components. In the past two decades, I’ve successfully trained countless originators and in my opinion, these are […]

Connecting with Real Estate Agents in a Digital World

In my recent survey of the top challenges facing mortgage managers in 2022, getting LOs to prospect for Realtor referral sources was a primary concern. Building mutually beneficial relationships with referral sources is mandatory if LOs want to reach year-end volume goals. But, establishing referral relationships and convincing a Realtor to partner with you takes […]

The Key to Hiring Better Originators

If you’ve been in mortgage banking for any length of time, you’ve hired at least one salesperson who aced the interview and met production benchmarks – on paper – but failed to perform past the onboarding process. During my management career, I certainly hired my fair share of candidates who talked a good game and […]