coaching rookies

Our Mortgage Sales Superstars Are Not Who You Think They Are!

Stratmor recently reported that 84% of the purchase money volume originated last year was generated by producers with less than five years in the mortgage business. When I shared this fact with senior executives, the majority were surprised; only a handful of managers noticed a similar trend at their companies. This raises the question, […]

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A Rookie Originator Deserves a Great Coach!

There is little disagreement among corporate management that the task of all branch managers is to get the best from their sales personnel. In fact, the single most important managerial competency that separates highly effective managers from average ones is coaching ability according to the Harvard Business Review. However, at many mortgage companies, coaching isn’t

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