generate demand – Pat Sherlock

Facing a New Reality: Five Ways to Win in a Purchase Money Market

During my recent conversations with sales leaders, managers across the board expressed concern about their originators adapting to the new environment of rising interest rates and the shift to purchase money. The decline in refinance business is a reality with mortgage applications dropping 43% in the last week, according to the MBA. This raises […]

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Do Your Originators Sell Supply or Create Demand?

When I ask executives about the role of the loan officer, many answer that the originator’s job is to take the loan application and match the customer with the right product that the consumer qualifies for. There is no question that this is an important function but in my view, originators must do more to