When I’m conducting sales reviews, less experienced originators will often lament that they really connected with a prospect but that their pitch didn’t translate into a sale. “What went wrong?” they ask. The reality is that just because a prospect and a seller have a good conversation is no guarantee that the sale will happen […]
Are Your LOs Properly Qualifying Prospects? Read More »
We’ve all been there. Whether it’s purchasing a vehicle, negotiating a pricey home repair or yes, shopping for a home loan, at some point in time, you will find yourself in the middle of an endless sales pitch. Rambling on is the number one turn-off for home loan prospects and LOs must guard against it
Talking Too Much: How to Beat the Habit Read More »
In my sales training programs, one important exercise I’ve used is “50 Reasons Why People Should Buy from You.” When I ask LOs why prospects should do business with them, most students cannot come up with more than a handful of reasons — let alone 50. Once LOs move beyond the standard answers such as
Can Your LOs Provide Prospects with 50 Reasons to Buy from Them? 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 »
In my sales training classes, I’m always surprised by how many originators aren’t using social media as part of their sales efforts. While some LOs prefer old-fashioned sales methods and others say their lenders prohibit them from being active on social media for business, I find that more often than not, the real reason originators
Are Your LOs Leveraging the Power of Social Selling? Read More »
Anyone in mortgage banking can attest that origination is not for the faint of heart. Like many other industries, our business is cyclical which means LOs must endure the inevitable ups and downs which can be an emotional rollercoaster. So, when a prospect seems receptive to a sales pitch, it is understandable that LOs
Happy Ears Syndrome and How to Cure It! Read More »
Over the years, I’ve interviewed hundreds of top producers and analyzed the behaviors and traits that set them apart from the rest of the pack. One significant differentiator? The best in our industry have the most real estate agent referral sources. This is probably no surprise to sales leaders. Top originators are relentless in developing
Sales Success is About Having the Most Realtor Friends Read More »
In my recent conversations with senior executives, many sales leaders are panicked about their drop in sales volume and how tough the remainder of the year looks for their organizations. While the refinance boom’s record profits are quickly fading in the rearview mirror, the traditional purchase money market looms large on the road to success
During Volatile Markets, Referral Relationships Matter More than Ever Read More »
There’s a common truth in selling that a salesperson’s job is to deliver the right message to the right people at the right time. Over the years, countless sales trainers – myself included – have tackled this topic in sales training sessions, blogs and podcasts. While it seems like such a simple directive, actually implementing
Prospecting is THE Most Important Job for LOs! Read More »
In my sales training classes, I always include a section on how LOs can use social selling channels to increase brand awareness and forge quality relationships with prospects, customers and referral sources. I’ve built a successful business using social media marketing strategies so I know first-hand how effective they can be. While lenders and sales
Best Practices: How LOs Can Leverage the Power of Social Media Read More »
