Loan Officer Leadership shows you how to implement strategies that you can put into play today. On this podcast, Steve Kyles interviews top producing loan officers as they give you the tools to bring a simple and consistent process that produces a repeatable, referable experience for your mortgage business.
Daily Success Plan
Are you too busy?
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.
So many in our industry are almost 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. 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 closings 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?”
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 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!
Just as an FYI, you can take the Disc Profile for free on this site. The report that it sends you is around 72 pages of great information of your personality and your workers’ personality to help get more production with less “office drama”.
Build A Solid Team, Get Better Results
On this episode of Loan Officer Freedom, the #1 podcast in the world, I’m joined by Adam Crosley out of CrossCountry Mortgage-Team Crosley, located in upstate New York.
Adam has built a team that takes on certain parts of the transaction process so that it is streamlined to be consistent and focused. This has allowed his mortgage business to pull in over 100 leads and 30 closings per month.
We’ll run through processes that he and his team use to automatically reach out to his database, and you’ll hear how he really puts in effort to build relationships.
If you want to learn more on how to structure your team for better results, schedule a complimentary strategy call today with us.
5-star prospect
I was talking with my dear friend Dean Jackson not too long ago, and he shared something with me that I want to share with you…
You can’t turn someone into a 5-star prospect, but you can discover who already IS one once you have that first conversation with them.
And you can do this simply by using the following five-step criteria during that first call…
Number 1: They’re willing to engage in a dialogue…
Number 2: They’re friendly and cooperative when you talk with them…
Number 3: They know what they want…
Number 4: They know when they want it…
And number 5: They want YOU to help them.
Any 1 of these missing AFTER your FIRST conversation with them… well, there’s 1,000 of “them” and only 1 of YOU ☺
Never forget this.
That is all.
Want to see how we get so many referred leads, you know, the kind that checks the above 5 boxes AND actually closes with you?
Let’s get you on a private zoom call and I’ll walk you through it – schedule here < no charge >
What is Stopping you?
Most people don’t exhibit courage until things are so bad they’re forced to take action.
Left to their own devices, humans tend to stay in their comfort zone.
Something usually has to force them out of their comfort zone for them to do something about it.
Courage is life’s way of giving you a challenge.
The adversities and challenges of life will help you develop stamina, endurance, and physical strength.
Right now, think to yourself: “What is stopping me from getting what I want?”
Maybe you are scared.
You don’t believe in yourself.
You are in an environment that isn’t helpful.
You lack capabilities.
Whatever it is, if you can identify the obstacles, you can work towards transforming them.
You have the capability to do and become more.
Are you ready to do and become more?