In recent conversations with originators, the complaint I hear most often is that they are working harder than ever and seeing less results. They attribute their lower production to an ultra-competitive environment where they conduct pre-approvals only to have the customer go with another lender with better pricing. In many cases, this feedback is coming […]
Are You a Sales Ninja? Read More »
For those unfamiliar with the Dunning-Kruger Effect (DKE), it is a psychological phenomenon where certain individuals have a cognitive bias that prompts them to over-estimate their abilities because they can’t grasp what they don’t know. In simple terms, these people think they are smarter than they really are. In mortgage banking, DKE individuals can be
Will the Dunning-Kruger Effect Take Down Mortgage Companies? Read More »
Today’s customers are smarter than ever regarding the products and services they purchase. The internet has changed everything by providing a vast wealth of information on every topic imaginable including mortgages. Furthermore, customers are rating their experiences from eating at restaurants to buying vitamins to working with mortgage originators. These opinions carry an inordinate amount
Are Your Customers Savvier than Your Originators? Read More »
Every company has originators who are pleasant, likeable and hit their budgeted goals every once in a while in a strong market. In many ways, these sales professionals are consistent but definitely not stars. These individuals may be helpful but when goals shift higher, they can’t seem to get out of their “comfort zone” and
How to Manage “Comfort Zone” Originators Read More »
As we move further into the second quarter of the year, it is a good time to reflect on changes needed to kick-start sales performance. Certainly, rising interest rates, changing regulations and new technology can seem overwhelming at times. While these external factors can pre-occupy originators and their managers, the truth is that change needs
Bill Belichick’s Four Success Strategies for a Winning Team Read More »
