Edward from Lincoln Nebraska asks Dave Hershman: I am new to originating. I have a couple of general questions that I hope you can answer, as I have not been getting much guidance from my company.

The first day is the most important day of a new employee’s career with your company. Changing jobs is traumatic enough. Coming to a strange place and witnessing no support the first day can be devastating.

When I am conducting sales training at lenders, it is clear that originators are asked to perform an inordinate number of duties that are not selling activities. The typical lender expects originators to generate their own business; put a file together; follow up with customers; and retain the customers once the loan has closed.