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Are You Asking or Begging for Business?

Are You Asking or Begging for Business?

Let’s look at two different selling conversation scenarios. In the first, the loan officer looks concerned, is over-selling with too much information and practically throwing themselves on their knees in front of the client, a bit like they are pleading for their...
Crushing Call Reluctance Into Calling For Cash!

Crushing Call Reluctance Into Calling For Cash!

Let’s get the bottom line out of the way at the beginning – call reluctance can kill your business if you let it. Better you hear that from me now, than your future empty bank account. The good news about call reluctance is that you can turn that into calling for...
You Cannot Cross A Half-Built Bridge

You Cannot Cross A Half-Built Bridge

Loan officers are some of the most interesting, engaging, intelligent, creative and dynamic people I know… and that is exactly why these people can end up chasing success all over the place or, worse, never experience it. Imagine seeing success as being a place across...
Pod or Assembly – Which Model Is Best for Your Team?

Pod or Assembly – Which Model Is Best for Your Team?

It’s clear you need a team to close more loans – that’s just how it works. Think of yourself as the rainmaker who circulates in your community and gets loans in the door. From there, your team needs to handle the details. There are two primary operating models...
Make the Most of Your Meeting Time

Make the Most of Your Meeting Time

Is the time you spend in meetings an investment or an expense of time and resources? This is a serious topic so I’m going to be more ‘business-y’ than I usually am… why? Because business runs on information, decisions and action; meetings only help with one of those...