The Missing Ingredients in Business Plans


Q4 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 mortgage [...]

The Missing Ingredients in Business Plans2019-10-01T16:07:39+00:00

The Numbers Game


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, that most salespeople have become numb to this expression. We all have people in our lives that repeat themselves. It's easy to give an auto-response by saying something [...]

The Numbers Game2019-11-01T18:51:07+00:00

The Myth About Technology and Origination Productivity


Every day I see a product or service marketed to loan originators that promise to make them more productive and work less. The ads claim that an originator never has to leave their home, to the promise that borrowers or referral partners will be banging down the doors to do business with them. I [...]

The Myth About Technology and Origination Productivity2019-10-11T17:54:59+00:00

What Do You Really Do for A Living


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 [...]

What Do You Really Do for A Living2019-11-01T18:41:54+00:00

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 desks, saying, “Gee … I wish another loan officer would call on me today.” We often hear [...]

Selling is Being an Interruption2019-11-08T22:00:36+00:00