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 »
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 »
For those who not only want to survive but thrive in our current volatile marketplace, best-selling author Jeb Blount shared these success strategies for lenders and LOs: • Be Prepared. As Blount noted in a recent podcast, “Winter is coming!” and now is the time for sales professionals to think like a squirrel and take
3 Success Strategies: How to Sell in Volatile Times Read More »
As volatile conditions continue to dominate the mortgage marketplace, many lenders and LOs are struggling to hit production goals. While there is no quick fix for the myriad of challenges mortgage managers are facing, there are definitive steps LOs can take to build market share and stay in the game. They are: Select a
Three Strategies LOs Can Use to Build Market Share Read More »
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 »
Faced with the grim reality of rising interest rates and lower production, mortgage firms are cutting sales staff in an effort to stay profitable. Unfortunately, this strategy reinforces mortgage banking’s reputation as a boom or bust business that has difficulty adjusting to a changing interest rate environment. This isn’t a new issue. External events
Surviving and Thriving Amid Rising Interest Rates Read More »
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 our current market environment, I am often asked what strategies and tips LOs need to know to hit volume goals in 2022. In my opinion, originators who want to achieve long-term success should strive to serve their customers as professional financial advisors. Top producers often use this strategy to earn repeat business but be
The Number 1 Strategy LOs Can Use to Win Repeat Customers Read More »
Fact: Every day, senior managers must contend with mortgage originators who are not generating enough volume. In many cases, sales training can improve performance and move the needle on sales results – IF the training has the right components. In the past two decades, I’ve successfully trained countless originators and in my opinion, these are
What Defines Good Sales Training? Read More »
