Sales Success Starts with “Know Thyself!”

Selling is an emotional business that requires sales professionals to have a high level of emotional intelligence if they want to succeed. Emotional intelligence refers to originators’ ability to recognize, understand, and manage their emotions as well as those of their prospects and customers. This is not news. While sales candidates might be attracted to […]

Why Working Smarter is the Best Bet

The most common selling mantras are based on the concept of “doing more.” Managers have forever emphasized that if originators simply work harder, knock on more doors or make more calls, sales success is guaranteed. While this sounds reasonable, it is not correct. It takes something else to succeed in origination. In selling, the “doing […]

Do You Really Want to Be a Successful Originator?

Every crisis provides an opportunity for mortgage managers to put everything on the table and re-examine their LOs’ selling models as they determine the best path forward. One manager recently said to me, the pandemic has changed everything and “inmates are no longer running the asylum in mortgage banking.” Of course, this may not be […]

Keys to Long-Term Sales Success

Sales success is one of the most frequently written about topics in the business world. A quick Google search pulls up more than 1 billion results on the subject! Countless articles and books have addressed what it takes to achieve sales success. Over the last 10 years, I have contributed my fair share to this […]

“Lone Wolves” Starve to Death

A mortgage banking executive recently asked me what distinguishes more successful managers from their peers. This was easy to answer. In my experience, managers who get promoted to the highest levels surround themselves with their own personal “board of directors” who help them achieve their goals. Every manager has strengths and weaknesses. More successful managers […]