Steps to Plan for Recruitment Success

All of the best recruitment ideas in the world will not help unless you have the time to implement the plan. No recruiting plan will work without successful implementation of the plan, which means finding the time to do it and making sure your time and actions are used effectively. Read more...

Ask The Expert: What to Say When a Customer Asks Whether to Lock or Float

Several readers have asked: Rates have been so volatile, I never know what to say when a customer asks me whether to lock or float. Read more...

Are Your LOs Neanderthals in the Selling World?

In my sales training classes, I’m always surprised by how many originators don’t use social media as part of their sales efforts. While some LOs prefer old-fashioned sales methods and others say their lenders prohibit them from being active on social media for business, the real reason is often that they’re reluctant to learn something… Read more...

Do Your LOs Have What It Takes to Generate New Business?

Over and over again in my sales training classes, I encounter originators who do not understand their fundamental role as mortgage loan creators. Read more...