As 2018 comes to a close, the most popular strategy used by mortgage companies to address weak production numbers is to hire more originators. This strategy of hoping that more salespeople will increase total production is mostly a disaster. For whatever reason, the gamble of going on a hiring spree is a risk senior executives […]
Lenders Don\’t Need More Originators — They Need Better Productivity! Read More »
As 2018 comes to a close, the most popular strategy used by mortgage companies to address weak production numbers is to hire more originators. This strategy of hoping that more salespeople will increase total production is mostly a disaster. For whatever reason, the gamble of going on a hiring spree is a risk senior executives
Lenders Don\’t Need More Originators — They Need Better Productivity! Read More »
Last week at the MBA Annual Convention, the mood was somber. The discussions centered on the industry’s current problems: high costs, tight margins, underperforming originators and negative profitability. Certainly, a dismal litany. It also seems that the grim reality of rising interest rates has thrown everyone for a loop. The number one strategy by most
If You Don’t have a Tribe, You Won’t Succeed in 2019! Read More »
Since time immemorial, selling has been defined by having a physical location. Whether in movies, books or on TV shows, the salesperson has typically been portrayed as someone who travels to a market and physically visits a customer or potential prospect. Similarly, a sales manager’s primary job has been to take the map of a
Redefining Market Presence in Mortgage Banking Read More »
In my sales training sessions with originators, it is clear that many of our industry’s producers are having a difficult time selling in today’s hyperconnected world. Likewise, management teams are facing similar issues. The big question is how to sell and market products and services when unlimited information, short attention spans and intense competition have
Why Sales Success is like High School Read More »
The Olympic swimming trials ended last weekend with 35 rookies and 15 veterans making the team. Similar to other sports, the new team members far outnumber the more experienced athletes. While it was certainly sad that champions Missy Franklin and Sanya Richards-Ross did not do well in events that they once dominated, younger stars are
Are You Ready for the Next Sweeping Transformation in Sales? Read More »
