In our market intelligence work with a number of housing finance stakeholders, we’ve noticed that the leading mortgage banking organizations have a framework to measure their sales potential, set goals, and focus their Loan Officers' (or Account Executives, Business Development Officers, etc.) efforts for maximum success.
Macro Level or National Level. The sales territory can be defined as the entire US (all 50 states, DC, and territories), or it can be divided into states, regions or divisions.
Micro Level. In densely populated areas, and in highly competitive mortgage markets, mortgage banking stakeholders can choose to focus on even smaller geographic units to define the boundaries of their sales territories; for example - neighborhoods.