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 »
What percentage of your LOs are consistently hitting – or exceeding – their sales goals? If you’ve settled for the status quo, it may cost your lender long-term stability and success. Why it matters: • Lackluster sales results are a clear indication that your sales team’s selling skills are at or below average. The problem? …
Can You Afford the Cost of Average Sales Results? Read More »
Many managers believe that improving originators’ product knowledge is one of the most important investments they can make. Granted, qualifying borrowers and slotting them into the appropriate loan is key to an originator’s success. But, managers tend to overlook another critical element that is mandatory for origination: excellent communication skills. In general, managers fail …
One of the biggest mistakes I see with LOs is that they believe their job is to manage every potential borrower who contacts them. In selling, the best sales professionals understand that not every prospect will match to their product or service. Top producers operate on the premise that real estate agents are their main …
Are Your LOs Making this Common Selling Mistake? Read More »
Over the course of my career — as a salesperson, a sales manager, a senior executive and now, as a sales trainer — I’ve watched selling undergo dramatic changes. Prospecting is harder, competition is fiercer and closing is never a sure thing. One of the most monumental changes is that the balance of power has …
What Makes You Different from Other Originators? 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 »
The famous line from the movie Field of Dreams, “If you build it, he will come,” is often quoted in the business world to imply that attracting customers is simply a matter of creating a great product or service and bringing it into the marketplace. However, smart sales professionals understand that having a worthy product …
Selling is an emotional business that requires sales professionals to have a high level of emotional intelligence if they want to succeed. Emotional intelligence refers to originators’ ability to recognize, understand, and manage their emotions as well as those of their prospects and customers. This is not news. While sales candidates might be attracted to …
Every day, sales professionals experience how the customer’s buying journey has changed. This is not unique to mortgage banking but is true across the entire retail landscape. Whether a company is selling widgets or lending products, the world of customer purchasing has undergone a dramatic transformation. As a result, the traditional sales techniques for …
Strategic Inflection Points: What is the Best Strategy? Read More »
It seems that every time production gets more difficult, originators and their managers request training on how to increase their sales results. While it is reasonable to think that originators simply need to work harder to generate better results, this often isn’t enough to correct a sales slump. In my experience, the real solution is …
