Prospecting – Page 2 – Pat Sherlock

Hispanic Borrowers: Are Your LOs Bypassing this Massive Opportunity?

If your LOs are not actively courting Latino home loan prospects, your lender could be walking away from massive profit potential, according to the latest stats from The National Association of Hispanic Real Estate Professionals® (NAHREP). Why it matters: • The Hispanic homeownership rate has risen to 48.6% – marking 8 years of steady homeownership […]

Hispanic Borrowers: Are Your LOs Bypassing this Massive Opportunity? Read More »

Prioritize Video Content for Social Selling Success

It has long been documented that videos outperform static images and posts when it comes to reaching your target audience. But, now more than ever, if you want to connect with borrowers and referral sources, video content should be a priority in your social selling mix. Why it matters: • Increased video demand. The majority

Prioritize Video Content for Social Selling Success Read More »

How to Forge Stronger Referral Relationships

Top producers understand that their existing customer base is a gold mine for referrals and future revenue. The best in the business are masters at connecting with previous clients in meaningful ways that ultimately position them as valued financial advisors. Here’s a closer look at proven tactics LOs use to leverage their sphere of influence:

How to Forge Stronger Referral Relationships Read More »

Why It’s Prime Time to Market to Millennials

Millennials’ dream of homeownership is alive and well, according to a recent Lending Tree analysis of mortgage offers on its platform. If your LOs aren’t actively courting these potential borrowers, your sales team could be missing out on bigger, better sales results. Why it matters: • Millennials – those born between 1981 and 1996, or

Why It’s Prime Time to Market to Millennials Read More »

Zillow’s Best Practices for Online Lead Conversion

An increasing number of home loan prospects – about 25% – find their lender online, according to Zillow Group’s Consumer Housing Trends Report 2021. This means LOs must be adept at transforming leads from initial contacts to satisfied customers. Zillow recommends several tactics for optimum success. Let take a closer look: • Act fast. Once

Zillow’s Best Practices for Online Lead Conversion Read More »

Elevate Your Sales Team’s Success with this Simple Strategy

I’ve long held that success in mortgage origination requires implementing the right sales tactics on a daily basis. This sentiment is echoed by Dustin Owen, Vice President, East Division Sales at Waterstone Mortgage Corp. and the host of “The Loan Officer Podcast,” who recently discussed his winning sales strategy, “Dominate the Ones,” in a HousingWire

Elevate Your Sales Team’s Success with this Simple Strategy Read More »

The Number One Sales Strategy for Thriving During an Economic Crisis

In an economic climate dominated by fear and uncertainty, here’s the Number One sales strategy originators need to know to stay in the game: Don’t stop prospecting! Why it matters: It’s a proactive approach vs. a reactive approach. Originators may not be able to control interest rates, housing inventory and other external factors that can

The Number One Sales Strategy for Thriving During an Economic Crisis Read More »

Reaching Gen Z Homebuyers: The Non-Negotiable Skill You Need

Originators who want to connect with Gen Z – the next group of prospective homebuyers – will need to cultivate a robust online presence on social media platforms. Why it matters: According to a March 2022 Bankrate survey, nearly 60 percent of Gen Z respondents associated homeownership with achieving the American Dream. In a June

Reaching Gen Z Homebuyers: The Non-Negotiable Skill You Need Read More »

The Smartest Move Lenders Can Make in 2023

If your sales force isn’t tapping into a more multicultural market, you and your lender could be leaving millions in new business on the table. Why it matters: The buying power of African American, Asian American and Native American consumers, has increased exponentially to $3 trillion in 2020. Source: University of Georgia’s Selig Center

The Smartest Move Lenders Can Make in 2023 Read More »

What it Takes to Convince Borrowers to Buy

Many managers believe that improving originators’ product knowledge is one of the most important investments they can make. Granted, qualifying borrowers and slotting them into the appropriate loan is key to an originator’s success. But, managers tend to overlook another critical element that is mandatory for origination: excellent communication skills. In general, managers fail

What it Takes to Convince Borrowers to Buy Read More »