Being the subject of recruitment by a competing firm is a sign of respect. It means that you have earned their awareness and that they covet your proven capabilities and results. In the mortgage origination industry it likely means that you have a sizable and sustainable book of business. And as the subject of desire, you have earned the right to encourage the advances of your admirers or to shut down their pursuit. There is power in being the object of desire—use it!Click to continue
Have you ever been oversold? Have you ever talked so much that you talked yourself in, and then out of the sale? Sales is not a process of convincing someone to buy. A sale is made because you probed so well, you learned what they want and then recommended a solution to their problems. When you are new to sales, you try to talk people into buying. When you are more experienced, you try to listen for openings, and then try to talk them into buying. But professional salespeople are so elegant, they “listen” people into buying.Click to continue
Leads360 has announced the availability of Leads360 Express, a cloud-based CRM software solution designed to help small mortgage companies and loan officers improve their sales lead conversion rates and grow their revenues.Click to continue
Sixty-three percent of sales people met quota, according to the latest CSO Insights Sales Performance Optimization (SPO) study, the same number as last year. This nineteenth annual survey gleaned data from more than 1,200 firms worldwide, revealing recent sales results, anticipated challenges, and action plans.
The survey uncovered that revenue targets are 16.4% higher than last year, on average, with plans for 12.2 percent growth in sales organizations – even while achievement of sales quotas remained flat year over year.Click to continue
DocMagic Inc. has announced that Jeremy Davis, an employee of Franklin American Mortgage Company based in Tennessee, is the Grand Prize winner in its "Vote for DocMagic" campaign, the company’s first Facebook contest. DocMagic has embraced gamification as a tactic for quickly building out its online following. The contest, which ran from October through December of 2012, resulted in the company’s online followership increasing by 350 percent.Click to continue
Everyone wants their business to thrive, am I right? Although that answer is a no-brainer, getting to the point of having a successful business with repeat clients can be a challenge. Here are some simple strategies to get to that point:Click to continue
In today's ever-changing market, developing a strong referral network has become increasingly important to the success of a loan originator. Given the many obstacles you must overcome in developing this network, a broad and consistent plan should be implemented.
Building a listClick to continue
Sales meetings … managers in this industry have a very uneven record regarding delivering them regularly and delivery them effectively. In today’s business environment, scheduling effective meetings is even harder with many sales and operational people working in virtual locations. Fortunately, technology such as Webinars help with regard virtual meetings. Here are some rules for meetings in general, and next month, I will present ideas specifically for making sales meetings more effective:Click to continue
Recruiting mortgage professionals isn’t easy, especially in the highly-driven sales environment like the mortgage industry has to offer. Since the mortgage industry has to climb back to life in the spring, we don’t hear about people having trouble finding leads anymore. Now, we hear about how hard it is to find good people to originate and process loans.Click to continue
There is no question that in today’s ultra-competitive market, it is paramount to the success of a broker that they partner with lenders that place customer service at the forefront of their business models. Brokers need an arsenal of different tools and services to make them successful and help grow their business. Those lenders that are dedicated to growing a network of quality brokers have made investments and have taken significant measures to make service the number one priority.Click to continue