In the world of sales but especially in mortgage banking, change is inevitable. Success in our industry requires managers and originators to routinely step outside of their comfort zones and adapt their sales strategies and behaviors to better navigate the changing marketplace. Of course, this is easier said than done. Here’s what works: • Self-realization […]
Break Out of Your Comfort Zone for Better Sales Results Read More »
Selling success requires a commitment from LOs to “get better every day” by learning something new and practicing the habits that separate top originators from average or sub-par producers. It is easy for LOs to say I will do it tomorrow or when things slow down or when I have more money to invest in
The Secret to Sales Success in Mortgage Banking Read More »
As we start the new year, senior executives are focused on planning for significant volume changes, based on mortgage banking forecasts. Many managers feel that it’s nearly impossible to plan because our industry’s success is tied closely to external factors like interest rate fluctuations which are beyond their control. While this is true to a
Start the New Year Off the Right Way! Read More »
While 2020 has been a banner year for mortgage origination, 2021 may prove to be a different story. The latest MBA forecast predicts that the year ahead will be great for purchase money, but total volume is expected to drop by 23% due to a reduction in refinance business. This should be a wake-up
Delusions and Excuses Regarding Video Selling Read More »
Last week, shock waves rippled through mortgage banking after 50 basis points were unexpectedly added to refinance loan fees. This action took a lot of lenders by surprise and sent many originators into panic mode. This is yet another example that the business world is filled with events that can seemingly come out of nowhere.
What Car Salespeople Can Teach Originators Read More »
Every originator hears the word “no” a lot. Whether it is from referral sources or prospects, salespeople deal with rejection on a regular basis. There’s no question that selling is not for the faint of heart. Maintaining enthusiasm and momentum amid a daily barrage of negativity can be challenging at times for even the best
A “No” Doesn’t Mean the Dream Ends. Look for Inspiration in “Maiden.” Read More »
