Prospecting – Page 5 – Pat Sherlock

Three Solutions to Win: “It’s a Dog Fight in Mortgage Origination.”

Last week, a mortgage executive exclaimed, “It’s a dog fight in mortgage origination!” as he described the current lending environment. Indeed, fierce competition, crazy pricing and non-existent housing inventory have created additional challenges in an already volatile marketplace. To compound these issues, Zillow recently noted that almost 50% of sellers are receiving contracts for […]

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It is Time to Get Serious About Prospecting

In 2020, many originators pushed prospecting to the backburner. Thanks to the record-breaking refinance boom, originators were able to hit volume and income goals without much effort in the prospecting department. This year, a very different story is playing out. While interest rates are still low, marketplace volatility has complicated the financial outlook. A recent

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Why Video Sales Presentation Skills Matter

One positive impact of the pandemic is that originators have been forced to connect with customers via video conferencing. Before Covid-19 restrictions, some originators incorporated video into their sales process but many producers had not. With the rise of remote working, video conferencing has become a primary tool for personal interaction. Even sales leaders

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Are You Rolling the Dice for Better Sales Results?

The most common selling mantras are based on the concept of “doing more.” Managers have forever emphasized that if originators simply work harder, knock on more doors or make more calls, sales success is guaranteed. While this sounds reasonable, it is not correct. It takes something else to succeed in origination. In selling, the “doing

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How to Master Remote Selling Skills

With recent interest rates at historic lows, originators haven’t had to worry about perfecting their selling skills because customers have come to them in droves. At the same time, Covid-19 restrictions have prompted consumers to shop remotely for food, cars, and everything in between. In response, businesses have quickly rolled out applications and delivery

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Owning the Customer is an Originator’s Chief Responsibility

During my recent MBA webinar, “Owning the Customer: Keys to Originator Success,” I asked attendees whether their originators were reaching out to former customers. The overwhelming majority said producers were only using the lender’s CRM system to maintain contact. When asked to rate originators on customer engagement, the same attendees gave their producers a solid

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Sales Success in the Best of Times and the Worst of Times

During a recent training session on recruiting originators, I described our current mortgage environment as the “best of times and the worst of times.” The famous quote from Charles Dickens’ “A Tale of Two Cities” offers fresh insights for managers and originators trying to determine the best course of action for sustainable sales success. It

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Why Working Smarter is the Best Bet

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Can You Provide Prospects with 50 Reasons to Buy from You?

In my sales training programs, one of the most important exercises I use is “50 Reasons Why People Should Buy from You.” When I ask originators why prospects should do business with them, most students cannot come up with more than a handful of reasons — let alone 50. Once they move beyond the standard

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Five Key Questions Originators Must Answer

Researchers estimate that 95% of consumers’ buying decisions are driven by emotions. While most people believe they are rational and make decisions weighing all the evidence, the reality is very different. Many salespeople recognize this but inevitably, there are producers who claim their customers are different and more price-sensitive than other consumers. If you take

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