Resource Library
Why Sales Training Programs Fail
From the desk of Michael Norton - With over three decades as a sales professional working with Fortune 500 companies and alongside some of the most iconic names in sales training, I'm pretty sure I've seen it all! I have synthesized decades of experience into this eBook as a guide to help leaders understand what they should expect and avoid when choosing a performance training program for their team.
Winning Strategies for Rate Shoppers 2022
“Winning Strategies for Rate Shoppers in 2022” – a roundtable discussion with XINNIX Sales experts Jack “Bullseye” Kauffman, Sherry “Sparks” Schmader and J.A. “Turbine” Dava. Understand how to get beyond the age-old question of “what’s your rate?” We’ll dive deeper and learn how to navigate the conversation to discover your client’s “why” and provide strategies to help win over your referral partners.The "Ifications" of Selling
While most salespeople and sales managers focus on a sales methodology, their biggest challenge is qualification. To increase sales, there are 15 "Ification" principles you should be following to see better results. Don’t complicate the uncomplicated as you follow the rules for sales success.XINNIXspeaks Energizes Your Meetings and Events
Get ready to take your meeting or event to the next level with XINNIX, The Mortgage Academy. Our experienced team of high-performance leaders, trainers, coaches and industry experts can assist you in energizing your next event. XINNIX offers three distinct ways to bring energy, expertise and enthusiasm to your meeting with both live virtual and in-person sessions designed to complement any time segment or size of the audience.
2020 XINNIX New Talent Profile
As the nation’s leader in performance training programs for mortgage industry professionals, we have unique insight into the hiring trends of our industry. We have used this insight to create the XINNIX New Talent Profile which paints a clear picture of those professionals entering our industry. We invite you to utilize this profile as both an educational resource and a hiring and recruiting tool for your 2021 plans.Proven Ways to Build New Talent - Leadership Lessons
To successfully manage an incredible volume of business, you need to build an equally incredible team! As volume continues to increase and the inevitable shift to a purchase market approaches (sometime in 2021), leaders are turning to build the next generation of mortgage professionals.8 Key Takeaways for The Engagement Dilemma
When we are putting people into the workforce, one of the biggest challenges we often face is employee engagement. Not only is it challenging, it’s incredibly important. Engagement is about occupying, attracting or involving someone’s interest. It’s about getting them to lean in and participate to become more involved.
At XINNIX, it is our mission to truly change the future of our industry. We want to help leaders consider the possibilities for their own organizations so we brought together some of the industry’s very best executive leaders to share what they have done to shift the production curve and increase engagement.
4 Key Factors for Sourcing Experienced Loan Officers
Minimizing recruiting mistakes begins with sourcing effectively. To gain a competitive advantage and grow your business quickly, the quality of your experienced loan officers is dependent on this very important step. There are four key factors for sourcing qualified talent. Join us as we explore each of these in the following ebook series.4 Key Factors for Sourcing New Rookies
Minimizing recruiting mistakes begins with sourcing effectively. To gain a competitive advantage and grow your business quickly, the quality of your new loan officers is dependent on this very important step. There are four key factors for sourcing new rookies. Join us as we explore each of these in the following ebook series.8 Levers of Employee Engagement
Are you looking to increase the performance of your salesforce and shift the production curve in your organization? A study from the Corporate Leadership Council, a leading provider of insight and research that helps companies around the world lead their teams toward success, shows that an employee’s performance is directly correlated to how engaged they are with their company. This study also found that in the traditional workforce, 76% of employees are hanging in the balance between engaged and unengaged. These are the associates who, if motivated to reach their full potential, can have an enormous impact on your business in a short period of time. The determining factor between their success or failure within your organization will come down to how well you as a leader implement the 8 levers of engagement.10 Key Takeaways for Building a High Performance Culture of Excellence
Most organizations, regardless of industry, believe that culture is the key factor of excellence. Yet few organizations are intentional in making it happen. In XINNIX’s quest to truly change the future of the mortgage industry, we are helping leaders consider the possibilities for their own organizations by bringing together some of the mortgage industry’s very best executive leaders who are willing to share how they lead and what building a high performance culture of excellence means to them and their companies. For your benefit, we’ve summarized 10 Key Takeaways from the 2018 CEO Roundtable. We know you will find value in the philosophies shared by our mortgage leaders.Building a Culture of Excellence with our CEO Roundtable
Take your seat at this all-star CEO roundtable as we engage in a dynamic peer-to-peer discussion with some of the mortgage industry’s best executive leaders. In this very special episode of Inside the Mortgage Mind, XINNIX CEO Casey Cunningham hosts a conversation with Bruno Pasceri, Wes Hunt, Steve Adamo, and Rich Phillips about how they lead and what building a culture of excellence means to them and their companies. Leaders, don’t miss out on incredible insight from these industry giants that has the power to transform your organization!The Self-Promoter: Marketing Strategies to Help You Stand Out in a Crowded Market
Incredible self-promoters are those who effectively and consistently stand out from the competition and make known their clear and unique value proposition. They are actively seeking the attention of their leads and refuse to be ignored until they have it. This article gives you the strategies you need to become a great self-promoter.Pardon the Disruption: Plan to Elevate Your Business in 2018 - Leadership Lessons
Featuring a roundtable discussion with XINNIX CEO Casey Cunningham and some of the industry's top producing sales managers, this webinar will empower you with the planning strategies you need to make 2018 your most productive year yet!Elevate Your Business: Insights from Top Producers
This ebook shares how today's most successful producers have elevated themselves to the top of the industry. These individuals represent markets from across the country, decades of experience, and millions of dollars in annual production. We want to relay some of their best advice with you.
Inside the Mind of a Top Executive - Bruno Pasceri
In this Top Executive Interview, Casey Cunningham, CEO and Founder of XINNIX, speaks with Bruno Pasceri, President of Finance of America. During their conversation, Bruno draws on his 30 years of dynamic mortgage experience to discuss how he has developed incredible company culture, implemented vital training, and worked to recruit the next generation of mortgage professionals.Source, Train, and Assimilate New Loan Officers
Written by XINNIX CEO Casey Cunningham and featured in The Mortgage Professional's Handbook, this resource shares powerful strategies for helping new talent reach their full potential! As Featured in The Mortgage Professional's Handbook! To do incredible business, you need to build an incredible team! With the number of experienced loan officers becoming more limited, leaders should focus on bringing up new mortgage professionals who are carefully selected, properly trained and effectively assimilated into the workplace.Inside the Mind of a Top Producer - Lori Richardson
Join Casey as she speaks with Lori Richardson, Vice President – Cornerstone Lending, Inc. Lori loves working with people and forming relationships with her clients based on trust, integrity, and hard work. In this interview, Lori details what she considers to be the top 3 things you must do to become a top producer, as well as, the one critical discipline that must be mastered. If you’re feeling stuck or like you’re in a rut – this interview is for you.How Do I Drive Business from My Referral Sources in Compliance with RESPA? - Mitch Kider - Leadership Lessons
Mitch Kider, from Weiner Brodsky Kider PC, gives you everything you need to know about RESPA Sec. 8 and avoiding CFPB enforcement. In this webinar, you will be equipped with best practices to successfully navigate the critical areas of compliance.From Loan Officer to Rainmaker - John Hudson - Leadership Lessons
VP of Mortgage Financial Services John Hudson outlines the tactics and strategies he uses that took a 3-person team to 90 applications in 5 weeks! Learn from John and XINNIX CEO Casey Cunningham as they teach you the defining factors that will empower your sales team to reach their fullest potential and the vital role you play in their success.6 Essential Skills of a Leader - Leadership Lessons
In this 50-minute Leadership Lessons webinar, XINNIX CEO Casey Cunningham equips you with strategies you need to become a more effective leader. You will learn a method to clearly lay out strategic business plans, practical tactics and tools to measure activity and goals for you team, a plan to recruit and retain top talent and so much more! In this webinar, you will gain:- A method to clearly lay out strategic business plans
- Practical tactics and tools to measure activity versus goals for your team
- A strategy to retain and recruit top talent
- An understanding of the role of a coach as a leader
A View from the Top
Written by XINNIX CEO Casey Cunningham with valuable insights from several of the industry's most elite top producers. As Featured in The Mortgage Professional's Handbook! Becoming a Top Producer is no easy feat in the mortgage industry, especially in light of the market's recent shift to purchase business. So how do today's top loan officers elevate their production to achieve Elite Top Producer status? Download this complimentary white paper: A View From the Top; The Wisdom of Elite Producers. Written by XINNIX CEO Casey Cunningham and featured in The Mortgage Professional's Handbook, this resource shares four powerful strategies mastered by Top Producers from across the country to help you take your production to a whole new level!10 Questions for Assessing Candidate Drive
XINNIX, The Mortgage Academy is offering a complimentary Candidate Interview Guide, “10 Questions for Assessing Candidate Drive,” designed to help you find the right talent for your new loan officers. This powerful guide will equip you with the best questions to identify top talent for your sales team. Interested in learning more ways to grow your organization and production in 2017? Sign up for the XINNIX LEADERSHIP Program beginning March 8th or contact us online for more information.Millennials in the Mortgage Business - Leadership Lessons
"Millennials" is the hottest buzzword not only in the mortgage industry, but in all industries of business. With the average age of Loan Officers being 55, no wonder managers have begun looking towards these young professionals to continue to fuel their companies' production. Watch the tactical and information-rich webinar for how to effectively source, train and assimilate Millennials into your business. In this webinar led by XINNIX CEO Casey Cunningham, you will learn:- Various proven ways to source millennials for the mortgage business
- Two assessments that provide insight into whether a millennial is suited for sales
- A process to properly and successfully train a millennial
- The key elements to assimilating a millennial to quickly build a pipeline
Unleash the Potential of Your Sales Force - Leadership Lessons
In this Leadership Lessons webinar Casey Cunningham shares her sales leadership insights gained from her 29 year mortgage career. The sales strategies and tactics she provides in this one hour webinar are critical to any manager’s efforts to unleash the full potential of their sales force. Topics covered in this webinar include: Enhancing focus within your sales team so everyone is pulling in the same direction Creating strategic business plans tailored to your teams specific goals Holding effective one-on-one meetings with team members Leveraging group sales meetings to build enthusiasm, momentum and ultimately grow production Using ride-alongs to identify opportunities for skill developmentPowerful Coaching Questions
Do you know how to drive your sales team to greater success? Download these Powerful Coaching Questions from XINNIX, The Mortgage Academy, to assist you in energizing your Loan Officers to higher production levels. For a 3-step process in coaching your LO’s and how to leverage these questions, sign up for LEADERSHIP starting this Wednesday, March 8th! Click here to enroll immediately, or contact us online for more information.Development of the Next Generation of LO's
Download your complimentary copy of XINNIX’s white paper, “Development of the Next Generation of Loan Officers.” For the past 15 years,XINNIX has empowered new loan officers with the skills they need to launch successful careers through their ORIGINATOR program. XINNIX Certified Originators average 3.1 loan applications in their first month.Profile of Today’s New Originator
As featured in Mortgage Banking Magazine, this article reveals valuable information for where you can find your next rookie Loan Officer. We surveyed 800 of our alums from the new Loan Officer training program, ORIGINATOR, to ask questions such as “How did you enter the industry?” and “How can managers better recruit rookies?” Download your complimentary copy today!Navigating Market Trends - Leadership Lessons
In this Leadership Lessons webinar Jim Cameron, Managing Partner of STRATMOR Group joined Casey Cunningham, CEO and Founder of XINNIX and discussed in great detail the current market conditions in the Mortgage Industry. This in-depth look at the market included benchmarking characteristics of those firms that have experienced the greatest success in the first half of the year.Behaviors of Top Performers - ENERGY
In this ENERGY webinar, XINNIX CEO Casey Cunningham interviewed Daniel Harkavy, CEO of Building Champions. Daniel has over 25 years of experience in coaching and launching business professionals to top performer levels. In this webinar, Daniel and Casey discuss the characteristics that separate top performers from average performers, what top three disciplines top performers consistently execute, and new strategies that will have an immediate impact on your business. If you ever wondered what it takes to become a top performer and what you can do to get there, this webinar is for you. You may be surprised to learn that the steps from an average performer to a top performer are only a few simple disciplines away!Maximize Your Loan Officer’s Production - Leadership Lessons
As leaders we are all passionate about achieving our goals through coaching and motivating each of our team members to meet their highest potential. In this Leadership Lessons webinar Casey Cunningham, 29 year mortgage veteran and XINNIX CEO and Founder, shares some new ideas on how to empower your Loan Officers with the information and motivation needed to elevate their results. After this one hour webinar you will be ready to help your loan officers Project a vision for their business Construct an effective business plan Consistently prospect for more business Establish consistent business disciplines Uncover potential weaknesses in their daily practices