In a recent conversation with a veteran mortgage banking trainer, he commented that invariably in every class, there are adopters of the new selling techniques and those who plainly reject what is being taught. In my consulting practice I’ve seen this time and again. I find that top originators are more than willing to learn […]
Are Your Originators “Training Fakers\” or Resisters? Read More »
In a recent conversation with a veteran mortgage banking trainer, he commented that invariably in every class, there are adopters of the new selling techniques and those who plainly reject what is being taught. In my consulting practice I’ve seen this time and again. I find that top originators are more than willing to learn
Are Your Originators “Training Fakers\” or Resisters? Read More »
In a recent Business Insider article, Mark Abadi discussed the difference between amateurs and experts in Scrabble. He said inexperienced players don’t utilize the option to exchange tiles for new ones, thus losing the opportunity to improve future moves which may have higher point values. In essence, Scrabble experts would rather play the long game
What Scrabble and Marshmallows Can Teach Originators! Read More »
During a recent conversation, an experienced top producer lamented that companies don’t teach selling anymore. Early in her sales career, the originator learned sales techniques using Xerox Professional Selling Skills, a leading global sales training system. She observed that without a system in place, sales professionals must learn by trial and error which leaves results
Sales Methodology is Key to a Great Customer Experience Read More »
As science fans know, the Drake equation is a formula for predicting the number of active, communicative extraterrestrial civilizations in the Milky Way galaxy. This math-based equation is a generally accepted tool used by the scientific community to identify specific factors thought to play a role in estimating the number of technological civilizations that may
The Seven Deadly Sins of Sales Groups 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 »
Whether you manage a team of originators or run a mortgage company, the critical issue is always how to move the group to the next level or scale the business. Of course, riding the wave and hoping for the best might work for a while but at some point, selecting a strategy becomes the most
Scaling your Sales Team for Growth Read More »
