Do You Have a Quality Mentorship Program?

    The purpose of a mentorship program is to facilitate field training for new hires that are not experienced so that they will receive the support they need to transition into productive members of the sales force. Having a mentorship program will also relieve the burden on branch managers who are then freed up to recruit additional producers and provides management field training/experience to senior-level producers.

Estimated reading time: 1 minute, 9 seconds

How to Motivate LOs In A Tough Market?

In mortgage banking, it seems to be a perpetual question: “How do I motivate LOs in a tough market?” The short answer is you can’t.

Pat SherlockMotivation is an inside job. But, good managers CAN create a positive environment that supports their team’s efforts to hit their sales goals.

Here are the details:

  • Hire right. Individuals matched for the originator position motivate themselves. That’s why it’s key for managers to evaluate a sales candidate’s motivation during the interview process. No amount of training will correct a salesperson’s lack of motivation after they’re hired.
  • Provide individual training and coaching. Top producers are life-long learners. Encourage a culture of learning to help originators update their selling techniques for optimum results. Reinforcing the latest sales tactics will ensure that new behaviors stick.
  • Check in often and make adjustments. Just as a corporation’s goals can change over time, an originator’s motivation can change at different stages of their career. Understanding each salesperson’s current motivations is essential in helping LOs succeed in the long run.

For more insights on guiding your LOs to better sales results, read my blog post, The Secret to Sales Success in Mortgage Banking.

Pat Sherlock is the founder of QFS Sales Solutions, an organization that helps organizations improve their sales talent management and performance. For more information, visit

Read 293 times
Rate this item
(0 votes)


PMG360 is committed to protecting the privacy of the personal data we collect from our subscribers/agents/customers/exhibitors and sponsors. On May 25th, the European's GDPR policy will be enforced. Nothing is changing about your current settings or how your information is processed, however, we have made a few changes. We have updated our Privacy Policy and Cookie Policy to make it easier for you to understand what information we collect, how and why we collect it.