Mortgage managers who fall prey to these common myths could be holding your organization back from achieving better sales results. Let’s take a closer look: Myth #1: Anyone can sell. Many managers believe that quantity (feet on the street) is more important than the quality of their LOs when it comes to selling. However, research […]
Three Common Myths that Can Sabotage Your Sales Results Read More »
In the last 24 months, I have conducted more than 60 interviews with senior executives from all sectors of mortgage banking for my top-rated podcast, Mortgage Manager Playbook. With careers in TPO, Retail and Consumer Direct and an average 25 years in the industry, these individuals have done everything from launch phenomenally successful start-ups
The Top 5 Hiring Mistakes in Mortgage Banking Read More »
In a recent conversation, a mortgage coach told me she was asked to coach an experienced originator who was considered high potential for a sales team. When the coach met with the originator, she found out the individual was only producing two units a month and only worked four days a week. It was clear
The Dumbing Down of Originator Excellence! Read More »
While sales results have not been stellar this year, many mortgage banking managers believe that if their originators would just work harder, production would turn around. Unfortunately, working harder won’t make an appreciable difference amid our dramatically changing marketplace. What will? Succeeding in today’s difficult sales environment requires working smarter and adopting new selling
Working Hard is Overhyped! Read More »
In the last few weeks, several executives lamented losing some of their salespeople to competitors. They were upset because the originators had been courted with outrageous sums of money — an unsustainable strategy for any company’s long-term success. They wondered why their former employees did not recognize the risk and opted for short-term gains with
How to Prevent Poaching of Your Originators Read More »
Conventional wisdom in mortgage banking contends that it is a smart bet to hire experienced originators because they will be able to ramp up quickly; are already trained; and have a book of business. Hiring inexperienced salespeople who need to be trained is viewed as a more risky investment. While this strategy may hold true
Why Conventional Wisdom on Experienced LOs is Wrong Read More »
