Who Makes the Best Mentor?

Mentoring is a time intensive activity. So much so that this is sometimes the main reason a vast majority of managers have refused to bring in novice loan officers in the past. Or, if they do, the loans officer does not get the direction they need. Sales managers are highly qualified as mentors because of… Read more...

How Customer-Centric Is Your Sales Organization?

Many mortgage managers consider their companies to be originator-centric. These senior executives believe that sales employees drive success and they feel that their lender’s originator support is a competitive advantage. I certainly understand this viewpoint, especially in such a difficult recruiting environment. However, I would argue that focusing entirely on the originator experience can lead… Read more...