Examination of the relationships between emotional intelligence and mortgage sales productivity

The area of emotional intelligence (EI) has become a popular topic in the last decade. Many authors have focused on EI and its relationship to sales success. There have not been any authors, to date, who have addressed the specific area of mortgage sales, however. Managers employ sales people to bring in the income that sustain the organization. Should management be able to predict success in these people and/or be able to improve the success of current sales people, the organization could benefit from increased profits. To better understand the relationship between emotional intelligence and mortgage sales productivity, an EI and sales questionnaire was given to 150 mortgage sales people based out of the West coast. The results of this research clearly indicated that there is a relationship between emotional intelligence and mortgage sales success.