Procrastination. It happens to every mortgage manager or LO at some point or another no matter how dedicated and driven they are. Whether it’s coaching your team or making prospecting calls to Realtors, putting off important tasks can throw a wrench in the works and negatively impact your bottom line. Fortunately, there are simple steps […]
How to Push Past Procrastination and Achieve Your Goals Read More »
What percentage of your LOs are consistently hitting – or exceeding – their sales goals? If you’ve settled for the status quo, it may cost your lender long-term stability and success. Why it matters: • Lackluster sales results are a clear indication that your sales team’s selling skills are at or below average. The problem?
Can You Afford the Cost of Average Sales Results? Read More »
Mortgage managers who fall prey to these common myths could be holding your organization back from achieving better sales results. Let’s take a closer look: Myth #1: Anyone can sell. Many managers believe that quantity (feet on the street) is more important than the quality of their LOs when it comes to selling. However, research
Three Common Myths that Can Sabotage Your Sales Results Read More »
As volatile conditions continue to dominate the mortgage marketplace, many lenders and LOs are struggling to hit production goals. While there is no quick fix for the myriad of challenges mortgage managers are facing, there are definitive steps LOs can take to build market share and stay in the game. They are: Select a
Three Strategies LOs Can Use to Build Market Share Read More »
Faced with the grim reality of rising interest rates and lower production, mortgage firms are cutting sales staff in an effort to stay profitable. Unfortunately, this strategy reinforces mortgage banking’s reputation as a boom or bust business that has difficulty adjusting to a changing interest rate environment. This isn’t a new issue. External events
Surviving and Thriving Amid Rising Interest Rates Read More »
Employee underperformance is by far one of the hardest issues for mortgage managers to contend with. Managers who hire a poor sales performer are faced with the reality that they did not properly evaluate a sales candidate during the interview process and made a bad hiring decision. Hiring mistakes often occur when managers rush
How to Solve the Toughest Sales Management Issue Read More »
In our current market environment, I am often asked what strategies and tips LOs need to know to hit volume goals in 2022. In my opinion, originators who want to achieve long-term success should strive to serve their customers as professional financial advisors. Top producers often use this strategy to earn repeat business but be
The Number 1 Strategy LOs Can Use to Win Repeat Customers Read More »
Fact: Every day, senior managers must contend with mortgage originators who are not generating enough volume. In many cases, sales training can improve performance and move the needle on sales results – IF the training has the right components. In the past two decades, I’ve successfully trained countless originators and in my opinion, these are
What Defines Good Sales Training? Read More »
In my recent survey of the top challenges facing mortgage managers in 2022, getting LOs to prospect for Realtor referral sources was a primary concern. Building mutually beneficial relationships with referral sources is mandatory if LOs want to reach year-end volume goals. But, establishing referral relationships and convincing a Realtor to partner with you takes
Connecting with Real Estate Agents in a Digital World Read More »
When faced with reduced loan volume, there are a number of business strategies lenders can take to navigate the tougher times ahead. But, rarely do I see management teams deciding to manage better and hold employees accountable for their performance. Many managers believe this strategy takes too long to execute and worry that it might
Are You Holding Your LOs Accountable for their Sales Results? Read More »
