I’ve long held that success in mortgage origination requires implementing the right sales tactics on a daily basis. This sentiment is echoed by Dustin Owen, Vice President, East Division Sales at Waterstone Mortgage Corp. and the host of “The Loan Officer Podcast,” who recently discussed his winning sales strategy, “Dominate the Ones,” in a HousingWire […]
In an economic climate dominated by fear and uncertainty, here’s the Number One sales strategy originators need to know to stay in the game: Don’t stop prospecting! Why it matters: It’s a proactive approach vs. a reactive approach. Originators may not be able to control interest rates, housing inventory and other external factors that can […]
For those who not only want to survive but thrive in our current volatile marketplace, best-selling author Jeb Blount shared these success strategies for lenders and LOs: • Be Prepared. As Blount noted in a recent podcast, “Winter is coming!” and now is the time for sales professionals to think like a squirrel and take […]
One of the biggest mistakes I see with LOs is that they believe their job is to manage every potential borrower who contacts them. In selling, the best sales professionals understand that not every prospect will match to their product or service. Top producers operate on the premise that real estate agents are their main […]
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 […]
According to the MBA industry forecast for 2020, refinance volume is projected to drop by 24% from last year. The MBA predicts that refinance volume will decline even further in 2021 and 2022 with a decrease of up to 29% from 2019. These numbers are eye-opening and should serve as a wake-up call for sales […]
Similar to sports and other competitive efforts, in selling the difference between winning and losing is very small. The difference between being first or second often comes down to a fraction of a second in a horse race or making a few putts over four days of competition in golf. This law of incremental differences […]