Three people are involved in most sales calls: the prospect you are looking to become the referral partner to, yourself, and their current referral partner. Most sales professionals compete on product, service and/or price. We believe service has the greatest potential to differentiate you from your competition. Unfortunately, many top providers feel they have little reason to do more for their clients. Read More >

We’ve all been there before. You’re in the middle of a great, productive month when everything changes: Deals begin to fall apart and the pipeline starts to disintegrate.

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The mortgage industry has had what seems to be a decade of changes in just the past few years — increasing regulation, decreasing home values, shrinking secondary markets, decreasing total originations and negative media attention perpetuating the overall feeling of uncertainty.

These changes made us ask: In this environment, what are the key differentiators and attributes of top loan originators today?  We discovered that they are not much different than they were in the “good old days.”

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Prior to extending formal offers of employment and detailed compensation structure, do you collect production and income documentation to validate details stated by your producer or production team during the recruiting process? Read More >