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 »
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 »
Every salesperson has personally experienced how dramatically selling has changed in the last five years. Prospects don’t answer their phones or respond to emails as they once did. This is a daily fact of selling life and is very frustrating, especially for veteran originators. Considering the difficulty accessing prospects in the current marketplace, it is …
Are Your Originators Still “Telling and Selling”? They Need to Stop! Read More »
I just watched the Oscar and BAFTA award-winning documentary “Free Solo” which follows Alex Honnold as he climbs Yosemite’s El Capitan, a 3,000-foot granite monolith, without ropes. This is an incredible story as Honnold becomes the first person ever to accomplish the feat. The film is breathtaking and gives viewers the feeling that you are …
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 »
Too often, I see originators selling to every prospect in the same way. It might be that these originators were taught a sales method a long time ago and haven’t updated their skills or have simply become complacent in their selling techniques. Whatever the reason, originators who use a “one-size-fits-all” approach are making a fatal …
Why “One-Size-Fits-All” Doesn’t Work in Origination Read More »
