In this episode of Lykken on Lending, we have Pat Sherlock, a mortgage sales expert for our hot topic section and we will be looking at sales strategies for 2019 in retail mortgage origination.
Pat is founder and President of QFS Sales Solutions, a sales improvement consulting and training firm. Her firm delivers what actually works in today’s origination environment in hiring, managing and prospecting.
Her clients have out-performed their peers by 30 to 50 percent by reducing employee turnover and increasing production per originator.
Pat’s belief is that if you don’t get the sales talent and managing right—nothing else matters.
Her straight talking approach has made her a sought-after speaker and consultant for sales management teams looking to move to the next level.
Her weekly sales blog can be found on www.patsherlock.com.
In our Hot Topic segment, David and Pat will discuss the following:
- Is LO Compensation changing in mortgage banking?
- How will the new consumer’s journey change what is required of the LO? What will the role of the LO be going forward?
- What does it mean to be part of the “Age of Consumer”?
- What are the three key strategies to succeed in 2019 for the originator and their lender?
Listen: Mortgage banking adapting to todays customer expectations…
Listen: The outlasting strategy will need to be a lot longer than people are thinking…
Listen: The big trend will be that there are fewer lenders…
Listen: Do you think the LO compensation model is changing…
Listen: We have originators who are not up to speed on the new world of how you reach a customer…
Listen: Technology and analytics for lenders…
Listen: It’s not that we don’t have the technology, it’s recognizing that this is what mortgage banking will be like…
Listen: The companies that will survive are the ones that value training and education…
Snapshot of QFS Sales Solutions:
The first half of the program will start with an MBA Mortgage Minute from Rob VanRaaphorst and then we’ll have a TMSpotlight Soundbite from Les Parker focusing on his macroeconomic perspective on the economy with a music parody. Next up is Joe Farr providing you a rate & market update, Alice Alvey of Union Home Mortgage providing a regulatory & legislative update followed by Allen Pollack giving us a Tech Report of the latest technology impacting our industry. Then Andy Schell, a/k/a “Profit Doctor” sharing ideas on how to improve your bottom line.