Dear Brian,

I realize it’s important to work with agents and I have invested a lot of time and energy investing in programs that provide scripts. I am successful at getting the meetings but the scripts don’t seem to convert these meetings into business relationships for me. Any advice?
--Leroy in Michigan

By Pat Sherlock, Founder QFS Sales Solutions

Most originators understand that their job is to influence prospects to buy their products and services. Whether it is targeting a new referral source or a borrower, all sales professionals face the same challenge: to move prospects from "I'm not sure" to "Yes, I want to make a change."

New American Funding has announced plans to boost headcount by nearly 1,000. So reports the Orange County (Calif.) Register.