For any business, failure to change and adapt to new marketplace conditions can be fatal. One recent example of this was Nokia’s acquisition by Microsoft. A LinkedIn article referenced Nokia’s CEO lamenting that “they did nothing wrong, but somehow lost the battle” when announcing that their company had been acquired. While Nokia had been a world […]
Failure to Change is Fatal Read More »
In James Cameron’s epic movie Titantic, the role of 101-year-old Rose Calvert was played by Gloria Stuart, a well-known Hollywood actress of the 1930s and 40s. She was 86 at the time when she played the part and received an Academy Award nomination for best supporting actress for her work. What was noteworthy about Stuart’s
Why Brand Reinvention is Critical and the Drivers Needed to Implement it Read More »
If there is one defining factor in the business world today, I think the answer is speed. Being fast is mandatory to succeed in an ever-changing marketplace environment. There is a reason that Quicken Loans called its new mortgage process “Rocket.” Global events such as Brexit can impact housing finance in an instant and companies
The Importance of a Speedy Culture and What Holds Companies Back Read More »
The Olympic swimming trials ended last weekend with 35 rookies and 15 veterans making the team. Similar to other sports, the new team members far outnumber the more experienced athletes. While it was certainly sad that champions Missy Franklin and Sanya Richards-Ross did not do well in events that they once dominated, younger stars are
Are You Ready for the Next Sweeping Transformation in Sales? Read More »
Are you still selling to strangers? This might sound like an odd statement to say to originators who are tasked with generating business any way they can including doing business with people they don’t know. Instead, what I am talking about is that in today’s sales environment, there is no reason to make cold calls
Are You Still Selling to Strangers? Read More »
In my sales training sessions, every participant seems to understand how important it is to service the customer well in order to get referrals. Originators certainly know that service levels drive the likelihood of repeat business. But, it still surprises me how many salespeople fail to deliver a great customer experience. The devil is in the
How Originator Quality Impacts Customer Experience Read More »
Yes, I said it: “Selling is the easy part.” What separates successful originators from sub-par performers is that top producers continually prospect and others simply work their pipeline. In my view, there is no question that getting in front of potential prospects amid today’s extensive filtering systems is more difficult than ever. When you think
Selling is the Easy Part Read More »
When you look at sales techniques and processes over the last decade, it is clear that selling has moved into a new era — what I call Sales 3.0. In Sales 1.0, firms implemented CRMs and other technological tools to help gather data regarding their customers. Sales 2.0 took the data gathered to start inbound
What It Takes to Have Customers Sell for You Read More »
In my view, the mortgage banking’s business model is broken and needs to change. I hear the same sentiment from industry executives every day. One manager recently shared that his son is graduating from college and he doesn’t want him to go into the mortgage business. Why? The executive believes that in five to 10
What the Mortgage Industry Can Learn from McDonald’s Read More »
Back in December, the MBA reported that net profit for lenders had declined to $1,238 per loan in the third quarter of 2015 with the cost to originate roughly at $7,100 per loan. The first quarter of this year looks to be even worse with the implementation of TRID regulations. I have even heard
Time to Retool LO Job Descriptions Read More »
