winning sales culture

What a Ryder Cup Captain Can Teach Mortgage Bankers

Last week’s Ryder Cup golf tournament was exciting to watch and certainly a terrific win for the U.S. While team captain Steve Stricker has played on losing teams in his own career, he knew things had to change if the U.S. team was going to turn it around this year. So, how did Stricker build […]

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Is Your Sales Team Playing the Blame Game?

Mortgage managers often ask me, “What defines a great sales culture?” One important characteristic is that companies with a great sales culture refuse to play the “blame game.” This means when a problem arises, everyone involved “owns it” and takes corrective action. Cultures where the blame game is prevalent are always looking for the guilty

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