In a recent Inman article, a Keller Williams executive discussed the challenges facing the company in 2021, noting that like other large legacy firms, “while we have a profitable business, it takes time and effort to adapt to some of the industry’s big changes such as compressing commissions and increased competition pushing agent splits […]
The Hidden Challenges in 2021 for Mortgage Lenders Read More »
Last week, Warner Bros. announced that all of its 2021 movie releases —17 in all – will be available on HBO Max (a streaming service) on the same day they debut in movie theatres. This is a major break from previous practices that had given movie theatres a competitive advantage by delaying a film’s
Mortgage Origination and the Digital Revolution Read More »
It seems every conference and industry newsletter discusses the latest technology that will make sales organizations more successful. Whether it is the integration of Ellie Mae with Blend or Day One Certainty, a technological solution is often touted as the cure-all for the industry’s issues. Certainly, speed and efficiency are important when providing a
The Impact of a Level Playing Field in Sales Technology Read More »
Since there has been so much discussion this past year on whether technology will replace originators, I thought I would share my niece’s experience purchasing her first home. What made all the difference? Her loan officer! My niece got married last June at age 36. She has wanted to own a home for a while
What First-Time Home Buyers Need Read More »
In the 1960’s, Hanna-Barbera produced an animated sitcom TV show called “The Flintstones” depicting family life in the pre-historic days. In this fantasy version of the past, cavemen co-exist with dinosaurs and other long-extinct animals such as saber-toothed cats, and woolly mammoths. Like their mid-20th century counterparts, these cavemen listen to records, live in split-level
Are Your Originators Jetsons or Flintstones? Read More »
I have been asking sales leaders the age-old question: Is selling an art or a science? A decade ago, most managers would’ve answered that it was an art. Today, leaders will admit that selling is more science than art. That doesn’t mean that selling is 100% science, but I think that managers recognize that
Is Selling an Art or Science? Read More »
On LinkedIn, I see an amazing number of mortgage companies advertising for originators. The recruiting pitches are pretty much the same: “our lender has the best and coolest tools so come and work for us.” The perks lenders tout include their mortgage CRM, laptops, the latest from Encompass, personal landing page, social media tools and
Is Recruiting Success about Who has the Coolest Tools? Read More »
Retail stores are closing in record numbers. According to a research report by brokerage firm Credit Suisse, it\’s possible that more than 8,600 brick-and-mortar stores will close their doors by the end of 2017. Many well-known brands such as Macys, Sears and JC Penny are not doing well in today’s marketplace. By comparison, the Credit
Are you a Day 1 Mortgage Company? Read More »
Last week, I had a dozen phone conversations with lenders who are concerned about the future of mortgage banking. Some managers believe looser financial regulations are coming back. Others contend that we are in a more transformative period. Whatever comes to pass, one thing is clear: the mortgage banking landscape of the future will not
Mortgage Sales Transformation: Stepping Up to the Plate Read More »
One of the top issues in mortgage banking is the question of how new technology will impact mortgage origination. In previous years, the back office has received all the technological focus and now it is time to shift that attention to the front-line. Certainly, agencies and vendors are finally coming out with products to address
Are Your Originators Digital Exiles? Read More »
