December is the time of year that the majority of the loan officers, managers, and mortgage company owners decide to take pen to paper and map out their goals and plans for the next year. Traveling the country, conducting live seminars as well as small intimate training programs, I find that the majority of [...]
If you have been in sales for any period of time, you have heard the expression “Sales Is a Numbers Game.” This is said so often to salespeople that most have become numb to this expression. This is similar as to when you were a child, and for some of us even as adults, [...]
There is not a day that goes by in which I don’t see a product or service that is marketed to loan originators that promises to make them more productive and work less. From claims that an originator never has to leave their home, to the promise that borrowers or referral partners will be [...]
As I travel throughout the country and conduct live presentations, one of the questions I always ask my loan officer audiences, is: “What do you do for a living?”The most common responses I will receive are “Loan officer, “Mortgage professional,” “Financing expert”, “MLO,” and “I make housing dreams come true.”Believe it or not, these responses [...]
Selling is Being an Interruption No matter how you slice it, when it comes to selling, you are an interruption. No one is ever waiting for you in their office for you to call or stop by. They are not sitting at their desk saying, “Gee … I wish another loan officer would call on [...]
