Originators will often claim that a niche product, flexible underwriting or the latest mobile app is integral to their sales success. In my view, there is another factor that is often overlooked: Top salespeople have strong referral source and customer networks that they work consistently. It is probably no surprise that the very best originators […]
Your Social Network Strength Determines Your Selling Success Read More »
During a recent sales audit for a mortgage lender, I asked originators if they marketed to previous customers. They responded that their company sent out birthday and anniversary cards automatically through a CRM system. Everyone felt this effort was enough to generate referrals. Many of the producers also said they didn’t have time to do
Are You Marketing to Past Clients Effectively? Read More »
Recently, the National Association of Realtors published survey results on broker’s key challenges. I have listed a few highlights that I think have important ramifications for anyone in housing finance: • The top three challenges that real estate brokers anticipate in the next two years are: 1. Keeping up with technology 2. Maintaining an adequate
What Percentage of a Realtor’s Customers come from Referrals? Read More »
