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 »
As we start the new year, senior executives are focused on planning for significant volume changes, based on mortgage banking forecasts. Many managers feel that it’s nearly impossible to plan because our industry’s success is tied closely to external factors like interest rate fluctuations which are beyond their control. While this is true to a
Start the New Year Off the Right Way! Read More »
When you look at sales techniques and processes over the last decade, it is clear that selling has moved into a new era — what I call Sales 3.0. In Sales 1.0, firms implemented CRMs and other technological tools to help gather data regarding their customers. Sales 2.0 took the data gathered to start inbound
What It Takes to Have Customers Sell for You Read More »
