Loan Officers, Get Rid Of The Poison!

July 11, 2020
From: The Desk of Carl White

Are You Too Busy?

To all of my loan officers, remember busy is the poison of growth. Let me say that again, “busy is the poison of growth!” 

If you’re “too busy right” now, I’ve got news for you…you need to hire help. You need to hire help because you simply can’t do it all yourself.  

So many in our industry are nearly drowning in business right now, which on the surface sounds like a good thing, but the comments and conversations I continue to have with loan officers is that they are just too busy to go out and get even more business. 

As the loan originator, it’s your job to do the “loan getting” activities, like meeting with referral partners and generating leads. You focus on bringing in the business. From there, you have a team in place who chase conditions, put out fires, etc. Without you, nothing else comes through the pipeline. So if you’re not sourcing and generating leads right now, what are you focusing on? If you’re “too busy” to source new business right now, what will your pipeline look like 30 days, 60 days, even 90 days from now?  

To get off the loan officer roller coaster, that is one month you’ve got all the closing in the world and the next month you’ve got none, you have to have help. 

“But Carl, how do I hire someone, and who do I hire to come on to my team? And can I even afford to hire someone right now?” 

Finding The Right Solution To, “Too Busy”

First things first, you can’t afford NOT to have someone on your team if you’re too busy. The cost of inactivity is always greater than the cost of taking action. The first step is knowing what needs to be done. When you know what needs to be done in your mortgage business, you can assign certain tasks to certain people. After that you can begin to hire the right person (or people) to help you carry out those tasks. In my branch, we use an assessment test called, The DiSC Profile. It helps us understand what someone’s strong suit is. Because we understand that, our branch runs like a well oiled machine because everyone knows what they’re good at and they are operating in their highest and best use. 

We have our Loan Officer Assistants and Loan Partners, Processors, Assistants, and others on our team take the DiSC Profile. Incorporating this assessment into our hiring process has been the catalyst for hiring what we like to call our “A” team!  

Want more information about understanding and implementing the DiSC Profile in your hiring process? [Click here to schedule your complimentary walkthrough session], we’ll show you exactly where you can get even more information about hiring and building your A team.

See ya on the inside,
Carl