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 Motivate LOs in a Tough Market Read More »
There is no hotter topic in business than the Great Resignation — a term coined by economists for the mass exodus of employees from their jobs that began in 2021. The disruption caused by the global pandemic enabled many employees to rethink their careers, work/life balance, long-term goals and working conditions. The result? A
How to Resolve the Talent Acquisition and Retention Crisis Read More »
The people we surround ourselves with can greatly impact our success – either negatively or positively. This isn’t newsworthy. In fact, your mother probably gave you some version of that advice when you were growing up. In the business world, much has been written about the importance of having an inner circle of mentors and
Three Types of Advisors Every Originator Should Have Read More »
I often hear from managers asking about training their underperforming originators. With the marketplace shift to purchase money, leadership teams have put underperformers on their radar as they try to address lower volume. When the market was hot last year, underperformers were there but overlooked because refi volume was off-the-charts. Now, with a less
When Does a Training Investment Make Sense? Read More »
Every day, we are witnessing changes that many predicted would be coming to the mortgage landscape, but now they have arrived. From online loan processing to video conferencing, our industry is undergoing a fundamental shift. While it is hard to concentrate on the future when the present is so robust with refinance volume, mortgage
Good Managers and the Remote Working World Read More »
In a recent conversation with a veteran mortgage banking trainer, he commented that invariably in every class, there are adopters of the new selling techniques and those who plainly reject what is being taught. In my consulting practice I’ve seen this time and again. I find that top originators are more than willing to learn
Are Your Originators “Training Fakers\” or Resisters? Read More »
In a recent conversation with a veteran mortgage banking trainer, he commented that invariably in every class, there are adopters of the new selling techniques and those who plainly reject what is being taught. In my consulting practice I’ve seen this time and again. I find that top originators are more than willing to learn
Are Your Originators “Training Fakers\” or Resisters? Read More »
During my webinar for Franklin American/Citizens Bank last week, a manager asked what he could do to motivate his producers in this challenging market. I get this question frequently and my answer is that managers can’t motivate others — originators have to motivate themselves. You can\’t motivate salespeople any more than you can empower
The Myths and Realities of Motivating Originators Read More »
As 2018 comes to a close, the most popular strategy used by mortgage companies to address weak production numbers is to hire more originators. This strategy of hoping that more salespeople will increase total production is mostly a disaster. For whatever reason, the gamble of going on a hiring spree is a risk senior executives
Lenders Don\’t Need More Originators — They Need Better Productivity! Read More »
As 2018 comes to a close, the most popular strategy used by mortgage companies to address weak production numbers is to hire more originators. This strategy of hoping that more salespeople will increase total production is mostly a disaster. For whatever reason, the gamble of going on a hiring spree is a risk senior executives
Lenders Don\’t Need More Originators — They Need Better Productivity! Read More »
