Ask The Expert: More Thoughts on Connecting with Younger Buyers

In a previous column, I addressed a question by Walter from New York about becoming relevant to younger homebuyers. I have some more insights to share. But first, as a reminder, here is Walter's question: "I keep reading about the importance of millennials in the market. I have been a loan officer and sometimes producing manager… Read more...

Ask The Expert: When Will the Real Estate Slowdown Turn Around?

Several Loan Officers wrote to me expressing these sentiments: I made a lot of money in the past three years. It wasn’t just refinances, either, as the purchase market was strong. With rates rising, I expected refinances to go away. But I did not expect the real estate market to slow down. When do you see… Read more...

Do You Have a Winning Retention Strategy in Place?

Rising interest rates, limited housing inventory and the skyrocketing price of consumer goods have made the last half of 2022 an uphill climb for many lenders and originators. While mortgage managers struggle to generate loan demand in a more volatile marketplace, I believe that the companies with solid hiring and employee retention strategies in place… Read more...

Are Your LOs Leveraging the Power of Social Selling?

In my sales training classes, I’m always surprised by how many originators aren’t using social media as part of their sales efforts. Read more...