Numbers tell a story. Are you uncovering the right ones?

Helping loan originators get clarity on their business is important, especially when the headwinds can easily cause us to lose focus. How can we help our loan originators get more out of what they already have? While analyzing some data recently, I dug for clarity I could share with a few LOs to help them better leverage what was already working at the top of the funnel. Why surface conversion numbers mislead sales managers The first case study was a branch that, on paper, showed a conversion problem. You know the story. How many of our at-bats are making it to the closing table? When I examined this branch, I found they were converting far below the company average. Easy one. I can simply have a conversation with them about conversion and coach them through some strategies to help them convert better. Let’s take a deeper dive, though, and look at conversion based on credit buckets. Looking at five different credit buckets, the story started to change. Yes, conversion was still weaker, but the reason why started to become clear. The at-bats this branch was getting were coming from credit buckets that are harder to convert. Comparing the credit buckets, we found that they were conve...