I know there is a robust refinance market going on and the Fed just moved to zero. So, why do I want to discuss how to increase sales results when originators have more business than they know what to do with? The reality is that at some point, the unprecedented decline in interest rates […]
High Probability Selling Activities: The Key to Increased Sales Results Read More »
The “do whatever it takes” sales strategy — a common mantra in mortgage banking — is often promoted as the best way to be successful in selling. This is no surprise when originators are on 100% commission and sales results drive their income. Many managers believe that each producer determines his or her own success
Why Doing “Whatever it Takes” Isn’t Enough to Improve Sales Results Read More »
Change is a topic that is discussed every day in the business world. Whether it is a better way to manage stress or learning social selling techniques, adopting new habits is essential if an originator wants to succeed in mortgage banking. For most of us, the hard part is making the necessary adjustments in
Baby Steps: The Best Way to Make Selling Changes Read More »
When conducting training on lead generation, I often see originators who are not good speakers in front of a group. Some originators think they don’t need this skill set. Others think they are good at it when frankly they are not. The current environment requires scalable marketing efforts and effectively communicating to groups—whether in person
When You Speak to Groups Does Anyone Listen? Read More »
Everyone loves a good story. For adults and children alike, the best stories make a lasting impression. Who doesn’t remember the story of George Washington chopping down the cherry tree and the value of telling the truth. While originators aren’t tasked to share life lessons, they are challenged to connect with prospects in a meaningful
Mastering the Fundamentals of Good Storytelling Read More »
Everyone in mortgage origination knows that selling has changed dramatically from just a few years ago. Not that long ago, salespeople held all the information and customers had to contact them to get access to it. Now, buyers can conduct research online 24/7 to answer their home financing questions before reaching out to a
Top Selling Technique for Originators: Storytelling Read More »
Many salespeople think the best way to distinguish themselves from others is to be impartial when they are presenting or prospecting. While that might have been an effective strategy in the past, today it does not have the same impact. Our world now values authenticity and a point of view, whether it is coming from
What Lilly Singh Can Teach Mortgage Originators about Marketing Read More »
In today’s ultra-competitive sales environment, originators are challenged more than ever with the task of getting prospects to listen to them. The “push” marketing techniques of the past where sales professionals spewed features and benefits hoping that someone had a need for their product or service are no longer effective. Now, people can filter out
Storytelling and Successful Selling Read More »
Sales leaders fall into two distinct groups when it comes to what they think about social media use in mortgage origination. One camp believes that it is a time-waster and a compliance nightmare and don’t want their originators actively using it for business. The other group understands that selling has changed and originators must engage
Social Selling is a Game Changer! Read More »
Everyone has heard Woody Allen’s comment that “80% of success is just showing up.” This is true when it comes to originators creating a presence on social media platforms. The challenge for sales professionals is to show up the right way when using social media for lead generation There are several common mistakes I see
Don’t Make These Common Social Selling Mistakes Read More »
