In my sales training classes, I’m always surprised by how many originators aren’t using social media as part of their sales efforts. While some LOs prefer old-fashioned sales methods and others say their lenders prohibit them from being active on social media for business, I find that more often than not, the real reason originators […]
Are Your LOs Leveraging the Power of Social Selling? Read More »
In my sales training classes, I always include a section on how LOs can use social selling channels to increase brand awareness and forge quality relationships with prospects, customers and referral sources. I’ve built a successful business using social media marketing strategies so I know first-hand how effective they can be. While lenders and sales
Best Practices: How LOs Can Leverage the Power of Social Media Read More »
In my sales training classes, I’m always surprised by how many originators don’t use social media as part of their sales efforts. While some LOs prefer old-fashioned sales methods and others say their lenders prohibit them from being active on social media for business, I find that more often than not, the real reason originators
Are Your LOs Neanderthals in the Selling World? Read More »
Sales leaders fall into two distinct groups when it comes to what they think about social media use in mortgage origination. One camp believes that it is a time-waster and a compliance nightmare and don’t want their originators actively using it for business. The other group understands that selling has changed and originators must engage
Social Selling is a Game Changer! Read More »
Mortgage origination has always had boom and bust selling cycles. When the good times roll, originators do well and are so busy closing loans that it seems there is little room for other sales activities. But when the boom cycle ends, originators can be in peril of losing their jobs and their income. The seesaw
Three Ways to Correct Boom or Bust Selling Cycles Read More »
Mortgage banking originators’ lack of social media use is a mystery. While there are some banks and credit unions that will not allow originators to use social media for marketing purposes, there are many lenders that will let them use it. So, why aren’t more originators taking advantage of these tools? What I find interesting
The Mystery of Originators’ Lack of Social Media Use Read More »
Most originators understand that their job is to influence prospects to buy their products and services. Whether it is targeting a new referral source or a borrower, all sales professionals face the same challenge: To move prospects from “I’m not sure” to “Yes, I want to make a change.” Influencing is at the center of
Winning in the Age of “Attention Economy” Read More »
In a recent conversation with a branch manager, I asked if his originators were using video in their selling process. The manager sighed and answered, “Not really. They only use it when I create the video for them.” As a social selling trainer, I’m not surprised. I often work with sales professionals who are resistant
Why Video is Mandatory for Effective Selling Today Read More »
While social media is one of the most talked about subjects in selling, relatively few salespeople are using this sales tool consistently and effectively to generate loan demand. The most common excuses I hear from producers who aren’t taking advantage of social media are “I’m too busy” and “I wanted to but other things came
Becoming the Next “American Idol” Originator Read More »
In today’s selling environment, having an initial conversation or setting up a face-to-face meeting with a prospective buyer is more difficult than ever. Wary of salespeople, consumers aren’t interested in talking to someone they don’t know. Whether the outreach is to a referral source who already has a lender relationship or a consumer who doesn’t
Three Action Steps for Effective Prospecting Read More »
