In my training classes for originators, I often compare selling to sports to help students understand key concepts. The analogy works because students can easily relate to the similarities — the competition; the emotional highs and lows; and the identification of clear winners and losers at the end of a game. While all of […]
What Mortgage Originators Can Learn from Chess Read More »
As we approach the end of the year, it is a good time to reflect on strategic challenges facing mortgage sales groups. While the housing finance industry has had a terrific year in terms of volume, it is clear that the consumer’s home loan buying journey has forever changed. In my view, if lenders
What Mortgage Bankers Can Learn from Netflix Read More »
Sales success is one of the most frequently written about topics in the business world. A quick Google search pulls up more than 1 billion results on the subject! Countless articles and books have addressed what it takes to achieve sales success. Over the last 10 years, I have contributed my fair share to this
Keys to Long-Term Sales Success Read More »
