This is an issue which I have addressed the last half dozen years in many articles, speaking engagements/seminars, and industry discussion boards (like this one) time and time again. Unfortunately most are to young (in terms if years in the industry), to remember what it's been like for several decades previously.
The fundimental problem here Bryce, is that the generation of origination people employed in our indiustry since Aug 1998 (which is most out there reading this), entered a business where big fat choking gagging commisisons have been common, and applicants have been falling from the sky right into thier laps, plus home values soaring ands rates plunging to all time historical lows - have created a group of LO's and young mortgage brokers who incorrectly think their function - as the industry's front-line is to SELL customers.
The job is a customer service/help desk type person function, not a sales position, and unless and until 'they' come to terms with that realization, it's going to be up hill for them.
