Last week on David Lykken’s “Lykken on Lending” podcast, I discussed what it will take for originators and their lenders to succeed in 2019. During the program, a listener asked what to do with employees who refuse to learn new selling techniques. At a time when many companies and originators are struggling, I get this […]
What Separates Successful Originators from Others: Being a Permanent Beta Read More »
It seems that every time production gets more difficult, originators and their managers request training on how to increase their sales results. While it is reasonable to think that originators simply need to work harder to generate better results, this often isn’t enough to correct a sales slump. In my experience, the real solution is
The Fallacy of Doing More in Origination Read More »
It seems like every mortgage expert is projecting 2019 to be very difficult for our industry with estimates of flat or negative sales results. What is interesting to me is that there are always originators who succeed in a tougher marketplace while others do not. Are these sales professionals lucky or is it something more?
The Secret to Winning in a Tougher Mortgage Origination Marketplace Read More »
As 2018 comes to a close, the most popular strategy used by mortgage companies to address weak production numbers is to hire more originators. This strategy of hoping that more salespeople will increase total production is mostly a disaster. For whatever reason, the gamble of going on a hiring spree is a risk senior executives
Lenders Don\’t Need More Originators — They Need Better Productivity! Read More »
As 2018 comes to a close, the most popular strategy used by mortgage companies to address weak production numbers is to hire more originators. This strategy of hoping that more salespeople will increase total production is mostly a disaster. For whatever reason, the gamble of going on a hiring spree is a risk senior executives
Lenders Don\’t Need More Originators — They Need Better Productivity! Read More »
Last week at the MBA Annual Convention, the mood was somber. The discussions centered on the industry’s current problems: high costs, tight margins, underperforming originators and negative profitability. Certainly, a dismal litany. It also seems that the grim reality of rising interest rates has thrown everyone for a loop. The number one strategy by most
If You Don’t have a Tribe, You Won’t Succeed in 2019! Read More »
During a recent conversation, an experienced top producer lamented that companies don’t teach selling anymore. Early in her sales career, the originator learned sales techniques using Xerox Professional Selling Skills, a leading global sales training system. She observed that without a system in place, sales professionals must learn by trial and error which leaves results
Sales Methodology is Key to a Great Customer Experience Read More »
In today’s more difficult volume environment, higher level selling skills are needed to succeed in mortgage origination. After prospecting, the sales skill I see originators most deficient in is asking for the business from potential clients. Why do originators fail at this essential task after they have invested time and effort presenting to the customer?
Why Originators Don’t Ask for the Business Read More »
