communication skills

What it Takes to Convince Borrowers to Buy

  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 …

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The Holy Grail of Origination Success

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 …

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Do Your Originators Have the Skills to Move Borrowers to a Decision?

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 …

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The Critical Importance of Soft Skills in Mortgage Banking

  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 …

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