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 »
There is no question that the pandemic accelerated trends that were already emerging in mortgage banking and as a result, lenders have been super-focused on updating technology in an attempt to stay ahead of the curve. While much of the emphasis has been on streamlining the loan process, the human side of the transaction
Has Your Organization Mastered High-Tech, High-Touch? 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 »
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 »
