What percentage of your sales executives are good managers? The answer to this simple question can have a dramatic impact on a sales organization’s results. In my consulting practice, I ask senior managers this question and the answers I receive are surprising. While it would be reasonable to expect that 50 to 60 % of […]
What Percentage of Your Sales Executives Are Good Managers? Read More »
Next week, the annual MBA conference starts in Boston. Approximately 5,000 industry members are expected to attend. The conference has an impressive roster of speakers —from Fox News anchor Megyn Kelly to NASA Commander Captain Mark Kelly and his brother — sharing their inspiring stories on how to run a mortgage banking firm in today’s
The Topic Not Often Discussed: Viability of Variable Compensation Read More »
Everyone understands that setting customer expectations is important in sales. In fact, every business will say that their number one goal is to meet customer expectations. The problem is that simply meeting expectations isn’t enough in today’s marketplace to wow a customer and generate referral business. Meeting expectations is a mediocre strategy at best
Monticello and the Art of Wowing the Customer 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 »
This past Sunday, the professional football season got underway and my Philadelphia Eagles played the Cleveland Browns. The Cleveland Browns were once a winning franchise, but have had hard times in recent years. This last year, they brought in a new coach and added 17 new players to their team. However, even with the
The Importance of Good Managers and Sales Results 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 »
There is little disagreement among corporate management that the task of all branch managers is to get the best from their sales personnel. In fact, the single most important managerial competency that separates highly effective managers from average ones is coaching ability according to the Harvard Business Review. However, at many mortgage companies, coaching isn’t
A Rookie Originator Deserves a Great Coach! 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 »
Have you ever been to a management meeting or company retreat where there seems to be no agreement among attendees on the direction of the company? I bet you have. We have all experienced this far too often. This isn’t a problem when things are going great, but when growth is stalled or the company
The Number One Killer of Stalled Growth is: Read More »
