Podcast episodes
Episode 266: Fixing the Broken Sales Model: Leadership Malpractice
Greg Sayegh, Chief Strategy Officer/Co-Founder, InGenius. Highlights include: what is leadership malpractice; if recruiting you “own” them; accountability is not micromanaging; 50% close 92% of sales and key goals in selling. Greg has been in the mortgage industry for over 35 years.
Episode 265: What Realtors want from Loan Officers
Debra Killian, owner of CLOES.Online. Highlight include: communicate as soon as possible; most important mesh personality with customer; referral customers speak to immediately and offer options to customers. Deb is a 35 year veteran in mortgage lending.
Episode 264: Breaking Free from Being Held Hostage by Your Sales Force
Pat interviewed Michael Hammond JD,CMT at NexLevel Advisors LLC. Highlights include: out of balance sales teams; failure to manage capacity; leveraging best practices; changing manager compensation models and training as an investment. Michael is a seasoned mortgage technology executive with over two decades of experience in financial services industry.
Episode 263: Interview with Mark Stiving, Ph.D., Author, Selling Value
Episode 262: Fixing the Broken Sales Model: Core Competencies and When to Outsource
Joe Camerieri, Director of Sales, Private Label Origination at Maxwell. Highlights include: what is really different between lenders; creating scale; variable cost model; business or product and loans per month are not efficient. Joe has been in mortgage banking for over 40 years.