Last week, Warner Bros. announced that all of its 2021 movie releases —17 in all – will be available on HBO Max (a streaming service) on the same day they debut in movie theatres. This is a major break from previous practices that had given movie theatres a competitive advantage by delaying a film’s […]
Mortgage Origination and the Digital Revolution Read More »
Many mortgage managers consider their companies to be originator-centric. These senior executives believe that sales employees drive success and they feel that their lender’s originator support is a competitive advantage. I certainly understand this viewpoint, especially in such a difficult recruiting environment. However, I would argue that focusing entirely on the originator experience can lead
How Customer-Centric is Your Sales Organization? Read More »
Since the COVID-19 outbreak, the normal way of doing things is being redefined on a daily basis. Many financial experts consider this global pandemic to be a “black swan” event. From Nassim Taleb’s \”black swan” theory, the term refers to rare, unexpected events of large magnitude with potentially severe consequences. While predicting the future
Does Your Sales Strategy Align with How Consumers Want to Buy? Read More »
There is never a perfect time to make changes to your sales process. In the current marketplace, where volume is overwhelming and many lenders are turning away business, it may seem counterintuitive to discuss what it will take to succeed in a 2021 purchase money environment. Nothing could be further from the truth. According to
It is Never the Right Time . . . Read More »
This week as a new decade begins, it makes sense to forecast what the next ten years will look like for originators and lenders. Many predictions have common themes such as interest rate fluctuations; the rollout of industry regulations; and the emergence of new technologies in mortgage banking. While these are important concerns, today I
A New Decade is Here: Change will be Fast and Furious Read More »
There is no other topic in financial circles more sizzling than digital transformation. The buzz is everywhere: conferences, trade papers and webinars. It is like Y2k on steroids. But are we looking at digital transformation the wrong way? I think so. Here’s why we need to change our mindset. A recent Financial Brand article noted that
The Nuttiness of Today’s Digital Transformation Focus Read More »
Not a day passes when I don’t hear from a manager about how difficult mortgage origination has become. Whether it is battling to recruit top producers or pricing wars regarding interest rates and closing fees, there is no question that competition is fierce. As one sales executive said to me recently, “it is hand-to-hand combat
New Selling Model: Deliver Value Daily Read More »
It seems every conference and industry newsletter discusses the latest technology that will make sales organizations more successful. Whether it is the integration of Ellie Mae with Blend or Day One Certainty, a technological solution is often touted as the cure-all for the industry’s issues. Certainly, speed and efficiency are important when providing a
The Impact of a Level Playing Field in Sales Technology Read More »
For years, mortgage banking managers have measured success based on whether the salesperson met the buyer’s expectations. In my opinion, this thinking is outdated because in today’s world of selling 3.0, simply meeting customer expectations is by definition mediocre. Yes, mediocre. A mediocre customer experience is not enough to instill the loyalty needed to generate
The Conundrum of Meeting Expectations Read More »
As a sales organization “fixer,” I see first-hand how companies are defining their current sales problems in terms of external events such as rising interest rates, compressed margins and too many regulations. In my opinion, this outward focus masks the real issues why a company fails to implement essential changes. Too often, change
Are You Willing to Be a Disruptor? Read More »
