The High-Income Mortgage Originator: Sales Strategies and Practices to Build Your Client Base and Become a Top Producer
by Richard Giannamore, Barbara Bordow Osach
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Book Summary Information
Author: Barbara Bordow Osach, Richard GiannamoreEdition: Hardcover
Audio: English (Unknown); English (Original Language); English (Published)
Published: 2007-11-09
ISBN: 0470137312
Number of pages: 332
Publisher: Wiley
Product features:
- ISBN13: 9780470137314
- Condition: New
- Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!
Book Reviews of The High-Income Mortgage Originator: Sales Strategies and Practices to Build Your Client Base and Become a Top Producer
Book Review: Average sales book with valuable mortgage reference material
Summary: 2 Stars
I was hoping to find special strategies here for exceeding normal sales targets using systems, special methods, or tools unique to the loan industry. This book is part "sales 101" and part "mortgage 101". The high income mortgage originators I know make 8-10 times as much as the average originator. I am curious to know, what do these originators do differently?
With 10 years of sales experience in other fields, I expected to find lead generation, pipeline management, sales strategies, pricing/markup information, hard-to-find salary/commission background for the business, and business-to-business networking advice tailored to the loan origination field. Maybe some information about how to make use of assistants or how to put together a support team. The sales strategies in this book are very basic and broad reaching, focusing on the basic rules of successful sales:
1. Know your product
2. Do what you say you're going to do, when you say you're going to do it
3. Set aside time to prospect every day, and keep track of your prospects
4. Manage your workday with purpose and efficiency
5. Follow up with your existing clients to generate repeat business and referrals
None of these ideas are specific to mortgage origination, nor is there any information about ways to handle YSP or origination fees, negotiate better wholesale rates, or increase your commission split within your company. These are all the primary ways originators generate income.
There is very good information about the different types of loan products available, but if you're already licensed, you should know all about these products without being told again.
If you're already a seasoned sales pro, this book won't tell you anything you don't already know, but could serve as a good reference when you need a reminder of good habits.
If you're new to both sales and mortgage origination, this is probably a great book to start with. I'd recommend it for someone already in the lending field who has never done sales before.
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