Storytelling is one of the most powerful tools originators have to engage prospects and referral sources. The best producers incorporate storytelling into their sales presentations to forge stronger relationships and persuade borrowers or referral sources to work with them. Why it matters: • Stories Have Universal Appeal – We live in a world where consumers …
Storytelling: The Key to More Powerful Sales Presentations 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 …
One of the most talked-about topics in mortgage banking is how managers can motivate employees to improve sales results. This perennial issue comes up often in executive meetings and is frequently on the agenda at annual sales rallies. At these events, motivational speakers typically recount their rags-to-riches stories in hopes of inspiring sales professionals to …
Motivation or Discipline: What Matters More in Sales? Read More »
Many originators believe that sales success is driven by their lender’s products and technology. A lender’s ability to compete in a commodity market such as mortgages requires these basic elements to be in place. But, what really determines an originator’s success comes down to the individual’s sales capabilities and skills. Whether they’re selling widgets or …
What it Takes to Control the Customer Interaction Read More »
Today, consumers have easy access to an unfathomable amount of information on every imaginable topic under the sun. Moreover, that information is being published at an astonishing rate. Consider that in 2020, YouTube users uploaded 500 hours of video every minute! Who would have thought 40 years ago that 2021 would be characterized by …
What an “Attention Economy” Means for Originators Read More »
Traditional selling as we know it has been dead for a long time but the global pandemic was the nail in the coffin for the order-taker sales model. This strategy is rooted in the days when salespeople went door to door fulfilling customer demand for products. In that era, products were limited and information …
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 …
Last week, I spoke to a leading sales group in mortgage banking on what it will take for lenders and originators to succeed in 2025. I realize that it is hard to focus on the future when the present is so hectic in mortgage origination but, 2025 is only 1,500 days from now. It will …
