A new study conducted by jeweler Shane Co.’s “The Loupe” reveals fresh insights into the first-time homebuyer market. Loan officers who target these prospects can fine-tune their sales strategies accordingly for better sales results. Here’s what you need to know: • The study found that the average U.S. homeowner rented for 5 years before purchasing …
New Study Reveals Fresh Insights into First-Time Homebuyer Market Read More »
Millennials’ dream of homeownership is alive and well, according to a recent Lending Tree analysis of mortgage offers on its platform. If your LOs aren’t actively courting these potential borrowers, your sales team could be missing out on bigger, better sales results. Why it matters: • Millennials – those born between 1981 and 1996, or …
An increasing number of home loan prospects – about 25% – find their lender online, according to Zillow Group’s Consumer Housing Trends Report 2021. This means LOs must be adept at transforming leads from initial contacts to satisfied customers. Zillow recommends several tactics for optimum success. Let take a closer look: • Act fast. Once …
Zillow’s Best Practices for Online Lead Conversion Read More »
Not unlike winter-weary gardeners eager for signs of spring, mortgage managers and LOs are keeping watch for better days in the housing marketplace. According to recent research from Redfin, housing recovery may be in the air. Let’s take a closer look: • Taylor Marr, Redfin chief deputy economist, noted that the company’s Homebuyer Demand Index, …
In an economic climate dominated by fear and uncertainty, here’s the Number One sales strategy originators need to know to stay in the game: Don’t stop prospecting! Why it matters: It’s a proactive approach vs. a reactive approach. Originators may not be able to control interest rates, housing inventory and other external factors that can …
The Number One Sales Strategy for Thriving During an Economic Crisis Read More »
If your sales force isn’t tapping into a more multicultural market, you and your lender could be leaving millions in new business on the table. Why it matters: The buying power of African American, Asian American and Native American consumers, has increased exponentially to $3 trillion in 2020. Source: University of Georgia’s Selig Center …
In my sales training programs, one important exercise I’ve used is “50 Reasons Why People Should Buy from You.” When I ask LOs why prospects should do business with them, most students cannot come up with more than a handful of reasons — let alone 50. Once LOs move beyond the standard answers such as …
Can Your LOs Provide Prospects with 50 Reasons to Buy from Them? Read More »
Anyone in mortgage banking can attest that origination is not for the faint of heart. Like many other industries, our business is cyclical which means LOs must endure the inevitable ups and downs which can be an emotional rollercoaster. So, when a prospect seems receptive to a sales pitch, it is understandable that LOs …
There’s a common truth in selling that a salesperson’s job is to deliver the right message to the right people at the right time. Over the years, countless sales trainers – myself included – have tackled this topic in sales training sessions, blogs and podcasts. While it seems like such a simple directive, actually implementing …
During a recent discussion, a mortgage banking executive shared his objectives for the year ahead, noting, “I want all of my originators to be ‘up and out’ and meeting referral sources and customers in 2022.” This isn’t newsworthy for any sales professional. Frankly, it’s their job to connect with as many people as possible within …
