evaluating prospects

Are Your LOs Properly Qualifying Prospects?

When I’m conducting sales reviews, less experienced originators will often lament that they really connected with a prospect but that their pitch didn’t translate into a sale. “What went wrong?” they ask. The reality is that just because a prospect and a seller have a good conversation is no guarantee that the sale will happen […]

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Still Using Needs-Based Sales Training?

Since the 1980’s the most popular sales training method has been on needs-based selling. Even today, many mortgage companies teach this approach to originators as a tactic for prospecting for brokers or referral sources. The trouble is that needs-based selling is no longer effective in a world where buyers have unlimited access to

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