In the last few weeks, I touched on the macro-selling strategies that lenders and originators will need to succeed in the new decade. Today, I want to go more in-depth and discuss emerging technology that could be a game-changer for salespeople: voice assistants. Yes, voice assistants! While artificial intelligence is often referenced in the media […]
Voice Assistants: The Next Great Tool for Originators Read More »
When I am conducting sales training at lenders, it is clear that originators are asked to perform an inordinate number of duties that are not selling activities. The typical lender expects originators to generate their own business; put a file together; follow up with customers; and retain the customers once the loan has closed. If
Why It’s Time to Change Originator Responsibilities Read More »
A recent National Mortgage News article, “Ripple Effects,” observed that a new era in mortgage banking has emerged and that conventional wisdom no longer applies. While everyone can cite today’s challenges such as rising interest rates and low housing inventory, it seems management teams are still relying on old strategies that are no longer effective
The Rise of the Zombie Mortgage Banker Read More »
In the current marketplace, companies are recruiting like crazy in an attempt to improve sales performance. The problem is that hiring top producers is difficult because they are not easily pried loose from a competitor. As a result, companies end up recruiting and hiring middle-of-the-road originators, hoping that CRM systems and marketing will transform
The Impact of Hiring Average Originators Read More »
At the recent annual MBA conference in Boston, Stratmor shared statistics on a shocking mortgage banking trend: sales productivity has dropped from 10.0 closed loans per retail LO in 2003 to 4.8 closed loans per retail LO in 2015. This is a dramatic decrease that has continued for years. Many managers will point to increased
Poor Sales Productivity in the Era of Distraction Read More »
