Micromanaging and Sales Managers

During my recent training session with regional managers, attendees discussed the fatal flaw of micromanaging and cited it as a primary reason originators leave. By letting top producers “do their own thing,” managers felt they were able to spend more time trying to get another loan out of underperformers. While many managers believe that it is

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The Pursuit of Sustainable Success

After the New England Patriots’ Super Bowl win last Sunday, there has been much discussion about whether Bill Belichick is the greatest coach of all time because of his team’s incredible record — 16 consecutive winning seasons in an era where the salary cap has made staying on top nearly impossible. How has Belichick been

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Are You Missing This Hidden Opportunity in a Boom Market?

Mortgage origination is booming —largely thanks to marketplace changes precipitated by Brexit. In my conversations with originators and managers across the country, everyone seems to be having a great summer. However, during a refinance-driven market, it’s easier for companies to ignore poor sales behaviors when customers are contacting originators for a lower rate. This year,

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