There’s a misconception that top sales professionals possess the “gift of gab.” But the reality is much more complex than that. The best loan originators in the biz are excellent communicators who understand how to connect with borrowers and referral sources in a way that inspires loyalty and trust. Why it matters: • Stratmor Group’s […]
Don’t Let Poor Communication Torpedo Borrower Satisfaction Read More »
There are many requirements for great mortgage banking leaders but one of the most important is exceptional communication skills. In his recent Harvard Business Review article, author Carmine Gallo recommends four strategies to level up your communications with your sales team. Here’s a closer look: • Simplify your language when discussing or writing about complicated
4 Tips for Better Communication with Your Sales Team 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 »
During a recent discussion, a mortgage banking executive shared his objectives for the year ahead, noting, “I want all of my originators to be ‘up and out’ and meeting referral sources and customers in 2022.” This isn’t newsworthy for any sales professional. Frankly, it’s their job to connect with as many people as possible within
The Holy Grail of Origination Success Read More »
Many managers believe that improving their originators’ product knowledge is one of the most important investments they can make. The reasoning makes sense given that mortgage loan products are the lynchpin of the mortgage selling process. Qualifying borrowers and slotting them into the appropriate loan is essential for an originator’s success. However, managers tend to
Do Your Originators Have the Skills to Move Borrowers to a Decision? Read More »
With the mortgage industry’s emphasis on technology as the solution for all productivity issues, it seems that hard skills are mandatory when recruiting and developing personnel. Invariably, companies require employees to have computer and analytical skills no matter what their position. Soft skills such as communication and emotional intelligence are perceived by many managers
The Critical Importance of Soft Skills in Mortgage Banking Read More »
