<< Team continued from Page 96 “With the support of a good team, you can
unleash your true potential.” well-organized and has the skills necessary to become a great liaison between
you and the loan-processing team.
The loan assistant may not engage in
a lot of direct borrower interaction, but
rather will act somewhat like a traffic
cop — setting up closings, ensuring all
the technical parts of the job are well-
executed and identifying problems
and coordinating with you to execute
solutions. Organizing a customer-
relationship management system and
producing marketing campaigns also
falls within the loan assistant’s wheel-
Setting up your database and coordinating marketing campaigns to effectively reach referral sources and past
customers is key to volume growth.
Without a quality marketing campaign,
your volume will stagnate.
Marketing involves a variety of
methods and strategies. Consider what
is the best for you and your team,
whether that involves marketing direct
to potential clients, setting up functions
with Realtors or borrowers, sponsoring
events in your community, etc. Have a
cohesive strategy and hire an assistant
who can consistently execute your
One important part of this entire team
strategy is the quality of the work you
can rely on from your processing support. Bringing a great processor onto
the team is a key step toward greater
success. The best processors can make
you a better originator because of their
knowledge of the mortgage process
and what it takes to get a loan through
the system most effectively.
Today, with advances in automation
and loan origination systems, an originator can find even greater success
with the right support and understanding of technology. Therefore, look
for a processor who can make the loan
sail through the system or catch problems before it is too late.
A good processor knows how your
underwriters or investors think and
what they want, and then makes sure
your loans are properly packaged to
minimize unnecessary conditions for
your borrower. Once you grow your
volume enough to warrant hiring your
own processor, make sure, again, that
your hire compliments the entire team’s
needs. Do your best to ensure that person’s business philosophy aligns with
yours so you can work for a common
goal and result.
n n n
Building a stellar team is not easy, but if
you want to ramp up your production
dramatically, make the time to start
developing a team heading into 2018.
Building a solid team, however, will be
a process. Plan on anywhere from six
months to a year to build a full team. As
your success grows, adding a loan coordinator, a loan assistant or a processor
can help you achieve the highest production level possible.
Selling is a skill you may possess, but
becoming a quarterback, or leader of
a team, is not only critical in the long
run, but also rewarding and, if done
well, ultimately very profitable. With
the support of a good team, you can
unleash your true potential because
your team will help break down barriers that hinder loan-volume increases.
Invest the time and get the desired
financial return, which will be achievable and sustainable once you have a
well-organized, skilled team in place.
Good luck and good selling. n