Every manager knows the truism that “what gets measured gets managed.” In the past, analyzing performance metrics with any accuracy was difficult at best. To determine whether an originator was good or not, managers have traditionally relied on month-end loan volume as an indicator. Today, with CRMs and other sales technologies, senior management can […]
Leading Indicators Provide Real-time Feedback for Success Read More »
All is not well in the world of mortgage origination. Managers and executives know this. Even top originators will voice their concerns about the position over cocktails at conferences. It seems that the Emerald City may be fading. Some mortgage consultants will say that the ops side of mortgage companies is getting so much better
Why an Autonomous Originator Model Doesn’t Work Read More »
In recent conversations with sales managers, I’m surprised to hear how many originators do not know the basics of selling. One executive was particularly stunned when he asked originators what percent of the real estate agent’s business they were getting. They had no clue where they stood with referral sources! Another executive said when he
Do Your Originators Know Their Selling Basics? Read More »
