Most large mortgage companies break down their sales force into quartiles.  You have 25 percent of the producers in the first quartile, 25 percent in the second, 25 in the third, and the final 25 percent in the fourth quartile.  The first quartile is full of movers and shakers.  These are the men and women making most of the money and having the most fun.  In many cases, these people out produce and out earn the second quartile by as much as 300 percent!  The bottom quartile is reserved for new hires working their way up and failures working their way out.  (Not a place you want to stay very long!)

Let me ask you something.  Did you get into this business to be average?  When you landed your first job as a mortgage loan orig-inator, did you tell your family and friends your goal was to be “mediocre” at what you do for a living.  My guess is that the answer to both of these questions is a resounding “no!”  You got into this business to make great money and to be a success.

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SOFT SPOT OR DOUBLE-DIP RECESSION - Weekly Economic & Housing Update - HousingMatrix.com

When sales skills go up, income goes up.  There is a direct correlation between sales skills and ability and income.  I know there is a large group of skeptics reading this.  Let me illustrate my point.  To be successful at any profession, no matter what profession you select, you have to achieve mastery of the primary tool of the profession.  There are other secondary tools that help, but the primary tool is the cornerstone or capstone to success.  Without mastery of it, you will always be brushing up against a ceiling of production; you will never explode through.