Why it matters:

• Lackluster sales results are a clear indication that your team’s selling skills are at or below average. The problem? Average sales skills translate into an average customer experience, which is not enough to earn repeat or referral business.
• The home loan prospect’s buying journey is continually evolving and LOs must continually update their skills to stay ahead of the curve. Stagnant selling skills are not enough to distinguish your lender in an already crowded marketplace. LOs with excellent selling skills will win customers and referral sources, leaving the competition in the dust.
• When analyzing sales results, lenders must calculate the cost of lost opportunities and future business to accurately evaluate whether settling for “good enough” is worth it.

For additional insights on what it takes to level up your sales team’s selling skills and sales results, check out my blog post, Are Your LOs Missing this Opportunity to Boost Customer Satisfaction?

Pat Sherlock is the founder of QFS Sales Solutions, an organization that helps organizations improve their sales talent management and performance. For more information, visit https://patsherlock.com.