Yes, I said it: “Selling is the easy part.” What separates successful originators from sub-par performers is that top producers continually prospect and others simply work their pipeline. In my view, there is no question that getting in front of potential prospects amid today’s extensive filtering systems is more difficult than ever. When you think […]
Selling is the Easy Part Read More »
The recent announcement by Wells Fargo and Prospect Mortgage that they were ending their marketing service agreements (MSAs) with real estate brokers has sent a shock wave through management teams. MSAs have been around for years under the justification that placing a lender’s originators in a broker’s office was a way to guarantee sales volume
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Conventional wisdom dictates that originators complete to do lists to succeed but the problem is that lists don’t work and can actually get in the way of real progress. Why? To do lists are tasks of everything that is on a salesperson’s plate for a day. What this translates into is an unstructured collection of
To Do Lists Don’t Work! Read More »
