sales process

The Firing of Ford CEO Mark Fields and Mortgage Banking

Recently, Ford Motor Company abruptly terminated its CEO, Mark Fields — a move that surprised many people in the financial sector. Apparently, the board of directors and chairman Bill Ford, Jr. believed that Fields had not done enough to put the company ahead of the curve regarding future technology in its industry, specifically in the […]

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Are Your Originators Winging It?

In my consulting practice, I find that “winging it” is a common approach for many sales organizations. Why are so many companies willing to leave their sales results to chance? One of the primary culprits is when lenders do not have a clearly defined structure that originators are required to follow. A structure

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