performance management

Lender Staffing Data Signals Need to Automate Back Office and Monitor...


There was an element of déjà vu in how our industry responded to 2020’s breathtaking volume. Lenders staffed up across...

performance management

A Goal Setting and Projections Framework Your Loan Originators Will Actually...


I’ve always liked forecasting; as a loan originator, I was obsessed with running (and re-running) the numbers to...

performance management

Chris Gassel on the Unmatched Power of Strong Relationships


The central role that robust relationships play in long-term success is unparalleled, as Chris Gassel, strategic sales...

performance management

Use Branch Projections to Plan Your Route to Success


In a previous post, we provided guidance on creating annual volume projections for your branch that marry top-down...

performance management

How to Set Smart Branch Volume Projections that Motivate Originators


As the holidays approach, so does the task of creating next year’s volume projections. Some mortgage companies take a...

performance management

Putting Your Performance Program Into Action


You’ve decided you want to get the most from the human potential in your organization. You’ve laid the groundwork by...

performance management

Use Scorecards to Drive Better Behavior


In last month’s post, I reasoned that mortgage companies who care about profitability need key performance indicators...

performance management

How to Align KPIs with Your Values, Strategy & Culture


How do you communicate your strategic goals to your loan originators? It’s not a rhetorical question — though it is a...

performance management

How high is loan originator turnover — and what’s behind it?


Mortgage industry experts are always talking about how to appeal to today’s borrower. But what about appealing to the...

performance management

Deep data insights for running a successful mortgage business


The MBA Annual Convention and Expo is just around the corner. At the same time, the 2018 Major League baseball season...