strategic sales activities

How Well Are Your Originators Managing Their Most Important Asset?

Since 1999, I have analyzed top originators’ practices and personality traits — that’s 22 years and counting! I have conducted numerous validation studies in collaboration with psychologists to pinpoint the innate competencies that drive individuals to succeed in mortgage sales. The simple reality is that mortgage origination is a hard business and not everyone […]

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Why It’s Time to Change Originator Responsibilities

When I am conducting sales training at lenders, it is clear that originators are asked to perform an inordinate number of duties that are not selling activities. The typical lender expects originators to generate their own business; put a file together; follow up with customers; and retain the customers once the loan has closed. If

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To Do Lists Don’t Work!

Conventional wisdom dictates that originators complete to do lists to succeed but the problem is that lists don’t work and can actually get in the way of real progress. Why? To do lists are tasks of everything that is on a salesperson’s plate for a day. What this translates into is an unstructured collection of

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