SALES: RECRUITMENT AND TRAINING
Chapters 16-19 of Volume I are devoted to an in-depth look at the current state of the art in the recruitment and training of mortgage loan officers -- and what it will take to succeed in the future.
Consider with an open mind, what I’m about to say. If you do, the ability for you to scale your sales teams will change forever. We all have similar loan products. We outsource our technology, websites, and customer retention marketing. We all buy the latest marketing tools to capture leads with our referral sources. For many of us, our sales tools and sales training come from the same vendors.
Here is the real rub. Your sales teams aren’t leveraging most of the tools and training you buy for them…
Mortgage banking managers face a myriad of challenges in their position, but none are more frustrating or as difficult than improving mediocre (“B”) originators. What makes this problem so disconcerting? Sales managers see “B” originators’ potential and don’t understand why they are not doing better in their sales production. During tougher marketplace conditions, tolerating “B” originators’ lackluster sales performance becomes a hardship when managers can no longer afford to support them. This chapter will outline a game plan to improve “B” originators and address what is holding them back from achieving better sales results.
