Right now, lenders and LOs are laser-focused on chasing down that next loan but it will take more than a transactional approach to succeed in the long run. LOs who want to stay in the game should implement a simple strategy top producers already know: Treat every borrower as a customer for life. Why it […]
The Mindset Shift LOs Need for Long-Term Success Read More »
Providing a better customer experience is at the heart of long-term success in mortgage banking. While this seems like a no-brainer for lenders and LOs, how to actually deliver on this promise is not always easy or clear. Why it matters: • Creating an excellent borrower experience throughout the home loan process is essential to
How to Deliver a Referral-Worthy Customer Experience Read More »
What percentage of your LOs are consistently hitting – or exceeding – their sales goals? If you’ve settled for the status quo, it may cost your lender long-term stability and success. Why it matters: • Lackluster sales results are a clear indication that your sales team’s selling skills are at or below average. The problem?
Can You Afford the Cost of Average Sales Results? Read More »
In our current market environment, I am often asked what strategies and tips LOs need to know to hit volume goals in 2022. In my opinion, originators who want to achieve long-term success should strive to serve their customers as professional financial advisors. Top producers often use this strategy to earn repeat business but be
The Number 1 Strategy LOs Can Use to Win Repeat Customers Read More »
Mortgage managers and LOs know that capturing repeat and referral business from previous customers is mandatory for long-term success. When selling to former borrowers, the cost of acquisition is much lower than marketing to attract new customers. So, what does it take to keep customers coming back and referring their family and friends? Simply put,
What it Takes to Earn Repeat and Referral Business Read More »
Over the years, I’ve interviewed hundreds of top producers and analyzed the behaviors and traits that set them apart from the rest of the pack. One significant differentiator? The best in our industry have the most real estate agent referral sources. This is probably no surprise to sales leaders. Top originators are relentless in developing
Sales Success is About Having the Most Realtor Friends Read More »
In my LO sales training programs, I’m often surprised by how many originators believe the value they bring to customers is simply providing funding at closing. While helping borrowers purchase or refinance a home is certainly the outcome of a loan officer’s sales efforts, the best originators think differently about their role. Top producers view
Are Your LOs Adding Value to their Customer Relationships? Read More »
Mortgage sales professionals know that capturing repeat and referral business from previous customers is essential for long-term success. When selling to former borrowers, the cost of acquisition is much lower than marketing to attract new customers. So, what does it take to keep customers coming back and referring their family and friends? Simply put, lenders
Why Borrowers Don’t Give LOs Repeat Business 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 »
During my training classes, I always ask students to check online ratings to see how borrowers feel about their lender’s customer experience. I also review a lender’s Glassdoor ratings to gain insight on employees’ experience with a company. I was curious whether borrower ratings were similar to employee ratings or not. Did consumer ratings correlate
The Solution to Poor Online Customer Reviews Read More »
