Mortgage banking managers face a myriad of challenges in their position, but none are more frustrating or as difficult than improving mediocre (“B”) originators. What makes this problem so disconcerting? Sales managers see “B” originators’ potential and don’t understand why they are not doing better in their sales production.  During tougher marketplace conditions, tolerating “B” originators’ lackluster sales performance becomes a hardship when managers can no longer afford to support them. This chapter will outline a game plan to improve “B” originators and address what is holding them back from achieving better sales results.