How We Approach a Consulting Engagement

The first step in a consulting engagement is to determine exactly what needs to be improved by performing a sales audit. A sales audit is a three- to five-day on-site evaluation of the sales organization and its issues. Next, from the evaluation a baseline and timeline are established for management so that progress can be definitively measured. Finally, a targeted intervention is conducted to correct the deficiencies and move the sales group forward. After the intervention is completed, a follow-up is scheduled to evaluate impact on performance. Our sales consulting uses this proven methodology to deliver measurable results for your organization.

But don’t take our word for it. Listen to what our clients have to say about our services.

Why Our Sales Consulting Works

We believe that sustainable success is not a “flash-in-the-pan” phenomenon but an ongoing, systematic process based on best practices in the mortgage industry. For our clients, we implement what really works over time versus the latest sales trend or fad.

Examples of Recent Engagements

  • The mortgage division of a top 100 lender had been successful in the refinance market, but now was struggling in a purchase money environment. Management wanted an objective analysis of the situation and recommendations on how to correct the core issues quickly. We provided both the analysis and change initiatives to correct lack of results.
  • An independent mortgage banker wanted to install an inside sales approach to its broker business. The company wanted to hire non-wholesale salespeople and train them on the wholesale business. We rolled out a customized training program to quickly ramp up new employees for maximum effectiveness.
  • A top ten independent mortgage banker felt their sales managers needed to be trained on best practices in managing and hiring. We trained managers in a two-day on-site “boot camp.”
  • A top tier bank’s mortgage division wanted top originators to be trained on how to improve their sales model. We conducted a master class for the top 10 percent producers on what specific changes were needed for them to go to next level.

    These are just a few examples of our consulting engagements. We can create customized programs to ensure long-term success for your company.

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