Too often, I see originators selling to every prospect in the same way. It might be that these originators were taught a sales method a long time ago and haven’t updated their skills or have simply become complacent in their selling techniques. Whatever the reason, originators who use a “one-size-fits-all” approach are making a fatal […]
Why “One-Size-Fits-All” Doesn’t Work in Origination Read More »
The two topics that I am most often asked to train on are prospecting and recruiting. I think this is no surprise since selling in the marketplace is now more difficult than it has been in the past. In many ways, prospecting and recruiting are the same, just with different targets. Both require an individual
Five Keys to Recruiting and Prospecting Success Read More »
During my sales training classes on prospecting, I ask originators how many referral sources they have. I see the same thing again and again. A majority of originators are dealing with only three or four consistent referral sources. For these originators, this scenario is a time bomb that could negatively impact their budgeted goals unless
The Secret Killer of Sales Performance Read More »
When I am training originators on how to prospect in today’s marketplace, there is always a discussion on what is considered timely or best practice when contacting consumers. In the past, when there was not as much competition and information was not as easily obtainable, being slow to respond did not impact an originator’s
Hooking Consumers Earlier is Critical Read More »
A recent analysis of loan officer performance for a mid-Atlantic state in 2016 revealed shockingly low production numbers. According to the data, the state had approximately 9,000 originators but only 300 originators produced $10 million in annual volume. In the past, $10 million in annual volume was not considered exemplary performance but in a refinance-driven
The Hard Reality of Low Production Numbers Read More »
The beginning of each year always sparks the desire to make improvements in our personal and business lives. From losing weight to increasing personal productivity, there are an unlimited number of resolutions to consider. Deciding where and how to begin can be difficult. Productivity experts typically suggest outlining goals and listing plans — essentially starting
The First Question All Originators Must Answer Read More »
At many mortgage companies, it is common practice to purchase leads from lead generation companies and dispense them to branch originators. While an originator’s primary job is to self-source their own leads, mortgage executives know that many originators don’t prospect and need to receive leads to meet company volume goals. When you think about this,
Are Your Branch Originators Calling Leads in 4 Seconds? Read More »
This past weekend, many of the Olympic trials were held to determine who will represent the United States in the Summer Olympic Games in Rio. I am always enthralled by the personal stories of the athletes and how so many persevered through difficult circumstances and succeeded. While only a few individuals can make the team—the
How to Perform When the Stakes Are High 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 »
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 »
