Role-playing is a coaching methods that should be a major part of your training. Closing is a matter of identifying needs and filling them at the right time. You cannot teach timing.

Selling is an emotional business that requires sales professionals to have a high level of emotional intelligence if they want to succeed. Emotional intelligence refers to originators’ ability to recognize, understand, and manage their emotions as well as those of their prospects and customers.

Prosecutors have indicted 10 people on charges involving a mortgage fraud scheme that allegedly abused a New York City program that prepaid landlords one year of rent to relocate families from homeless shelters. So reports Essex News Daily.

Every crisis provides an opportunity for mortgage managers to put everything on the table and re-examine their LOs’ selling models as they determine the best path forward. One manager recently said to me that the pandemic has changed everything and “inmates are no longer running the asylum in mortgage banking.”