The best mortgage managers recognize that updating their sales team’s selling skills is mandatory if their LOs want to remain top of mind and relevant in the marketplace. However, all sales training is not created equal. If your last training initiative didn’t deliver results, one of these common pitfalls was likely the reason: • One-Off […]
3 Sales Training Pitfalls to Avoid Read More »
In mortgage banking, it seems to be a perpetual question: “How do I motivate LOs in a tough market?” The short answer is you can’t. Motivation is an inside job. But, good managers CAN create a positive environment that supports their team’s efforts to hit their sales goals. Here are the details: • Hire right.
How to Motivate LOs in a Tough Market Read More »
Selling success requires a commitment from LOs to “get better every day” by learning something new and practicing the habits that separate top originators from average or sub-par producers. It is easy for LOs to say I will do it tomorrow or when things slow down or when I have more money to invest in
The Secret to Sales Success in Mortgage Banking Read More »
As an avid football fan, I am amazed at Tom Brady’s incredible performance week after week in a sport where the average career for most professional players is just 2.5 years (Chron.com). Athletes in the quarterback position average about 3 years on the playing field. Brady’s phenomenal success in one of the most competitive
What LOs Can Learn from Tom Brady’s Phenomenal Success Read More »
During a recent conversation, a mortgage banking executive shared how difficult it is for some originators to transition from the easy business of borrowers shopping for lower interest rates to the arguably tougher sell: Convincing prospects that financing a home loan for 30 years is in their best interest. Even when producers recognize and admit
The Key to Improving “B” Originators Read More »
Jamie Dimon, Chairman and CEO of JPMorgan Chase Bank and respected banking industry guru recently said in an interview that bankers lack imagination when it comes to envisioning what their customers need. He noted that Fintech companies in particular, “are making great strides in building both digital and physical banking products and services. From loans
Are You Hiring Radical Change Agents? Read More »
Last week, Jeff Bezos released his final shareholder letter as CEO of Amazon. His yearly shareholder letters are always worth reading because Bezos often provides important business insights that are meaningful for other companies and their employees. In the most recent letter, he reflected, “If you want to be successful in business (in life, actually),
An Originator’s Key to Success According to Jeff Bezos Read More »
