Last week on David Lykken’s “Lykken on Lending” podcast, I discussed what it will take for originators and their lenders to succeed in 2019. During the program, a listener asked what to do with employees who refuse to learn new selling techniques. At a time when many companies and originators are struggling, I get this […]
What Separates Successful Originators from Others: Being a Permanent Beta Read More »
When I am training originators on how to prospect in today’s marketplace, there is always a discussion on what is considered timely or best practice when contacting consumers. In the past, when there was not as much competition and information was not as easily obtainable, being slow to respond did not impact an originator’s
Hooking Consumers Earlier is Critical Read More »
I just returned from the annual MBA conference in Boston where the Number 1 topic was technology and how companies need to implement it quickly or be left behind. One session conducted by Clara Shih even addressed the importance of originators using social media so they are viewed as a trusted advisor in financial sales.
Will Technology Replace Originators? Read More »
If you think that your lender’s non-qm, super-jumbo or first-time buyer loan program is your Number 1 product, you would be wrong. The reality is your top product is the customer experience that your company delivers. Not too long ago, mortgage banking firms claimed the key to winning customers was to provide quality products
Your Number 1 Product is Not What You Think! Read More »
When I ask sales executives what their biggest challenges are for this year and the next, the emphatic answer is hiring and retaining sales talent. These managers clearly understand that they are only as good as the quality of their employees. The reality is that in today’s mortgage banking world, it is very difficult
The Key to Hiring And Recruiting in the Digital Age Read More »
Personal branding is one of the hottest topics in the business world today. In the past, it was thought that branding was only relevant at the corporate level, but now through the power of social media, individuals are recognized as having a personal brand. The most successful originators understand that their business model is driven
Five Critical Questions About Personal Branding in Sales Read More »
Are you still selling to strangers? This might sound like an odd statement to say to originators who are tasked with generating business any way they can including doing business with people they don’t know. Instead, what I am talking about is that in today’s sales environment, there is no reason to make cold calls
Are You Still Selling to Strangers? Read More »
When training originators, part of my preparation is to view students’ LinkedIn profiles so I am familiar with their backgrounds. Time and time again, what I see are profiles that are poor or unprofessional with photos that might include the salesperson’s wedding day or his or her pets. This may seem funny but I find
The Little Things Really Matter in Sales Read More »
