creating that sense of urgency. Be cognizant of seller
concerns that rising rates will scare off buyers. The
time to buy is now for the person looking to get into
a home or to lock in a rate, because sellers are more
anxious than they have been in years.
Assess and support
The role that management plays is of paramount importance. Everybody knows that coach who shares
too much, putting out every detail, even things they
probably should keep to themselves. Originators need
a leader, not the bearer of a daily dose of bad news.
The phrase, “lead by example,” will be valuable as
managers need to get out in the field and do joint calls
more than ever before — to assess the market and
support their sales team. On the consumer-direct side,
monitoring and coaching calls as part of a weekly-review process are key to improving capture rates.
Be a mentor, not just a boss.
Create a sense of urgency in the act of selling. That
is more relevant in 2019 than it was just two or three
Set yourself apart
The No. 1 focus for your team has to be to put in the
effort, make the extra calls and get in front of people
early in the first quarter of 2019. Your team has to
have the confidence in what they do as professionals.
Realtors will know who is in the game and who is
choosing to be cautious. They want an originator who
is aggressive and believes it is a good time to be in the
business. There will be a separation in 2019 between
the true professional and the originator who is only
there when the rates are low.
In sales, what makes you different than the other
originators? If there’s no difference, you will struggle
this year. You have to change your game to have the
success you desire.
The consumer-direct or digital-lending channels
face other issues with borrowers. In 2019, it is essential that you gear your entire sales approach to being
about payment and affordability.
Debt consolidation and purchase power should
become the focus of the majority of your conversations. By reviewing all current payments going out for
a borrower, you can pursue opportunities to capture
cash-out refinance opportunities.
On the purchase side, it is all about affordability and
The role of any good manager is to make their peo-
ple more productive and drive profitability through
the people who report to you. Get out of your office
and in the field or on the floor, and you will make a
difference with your team this year.
The unknown is creating anxiety and the perception that it will be a tough year ahead for the mortgage
industry. In reality, it is a great year of opportunity.
Mortgage rates are still affordable, with minor increases in payment amounts. Borrowers need to consolidate their credit card and auto debt. The industry
can choose to view rising rates as, ‘We can’t compete.”
A better view, however, is to see that now is the time
to sell, when there is chaos and uncertainty. Be aggressive and grab market share. n
<< Pounce continued from Page 114 “The role that management
plays is of paramount importance.
Originators need a leader,
not the bearer of a daily dose
of bad news.”