It doesn’t cost a
thing to look.
We offer a number of search options for
specific types of lenders. They include our
general Lender Search, Niche Lender Page
and Loan Post searches.
Our search function is easy to use and
still free, as always.
of insane is doing the same thing every day and
expecting different results.”
Originators looking to change their results should ask
themselves what they fear about letting go of control.
If they are afraid someone else will make a mistake, offend a client or miss a detail, they should consider if
mistakes have been made before. Have clients been
offended or details missed by their team?
If the answer to any of these questions is “yes,” then
perhaps some time should be spent on training to increase the team’s efficiency. If few or no mistakes are
being made, then perhaps the originator can feel more
at ease with relinquishing control in order to reach a
potential new level of productivity.
One analogy that can be used to help see this
change is a snowboard — or a snow ski, for two-plankers. When making a turn, the edge of the board
cuts into the snow and provides control. As weight is
shifted to the other side, the snowboard transitions
to the other edge and, the moment it catches the
snow, the snowboarder has control again.
In between those moments, however, the board
has no edge cutting into the snow, and the boarder is
coasting — and not in control. For a split second, the
boarder could have gone either way, on to the new
course or back to the original course. That moment of
being “out of control” on a snowboard feels perilous,
ployee or assistant, but on a somewhat larger scale.
Time must be spent upfront to get everyone moving
forward together before the originator can expect
any payoff from increased productivity.
Finally, an originator’s business plan will need to
be modified to incorporate and budget time for new
sales and business-development tasks that can now
be undertaken. These new tasks could be additional
face-to-face meetings with referral partners, additional sales calls or other sales activities that use that
extra time to focus on bringing in new business.
n n n
There are a lot of really good salespeople out there,
but there are fewer really great salespeople. For orig-
inators hamstrung by their reluctance to give up con-
trol over the loan process, these ideas may help them
turn the corner to producing higher sales and advanc-
ing to the next level of their careers. n
but momentum, arm movements, leg positioning, etc.,
help the boarder maintain and regain control.
It is the same in mortgage sales. Originators have
their team, manager, peers, etc., to help them stay on
track. And just as in snowboarding, one wipeout
doesn’t mean a boarder is done or that it’s time to
hang up the board. No. Good wipeouts make people
stronger and better, as long as they learn from the
experience and use that information to do better
Once originators understand there is a potentially
very good upside to releasing control, the questions
become to whom are they releasing control and what
should they do with the extra time they have saved?
Releasing control involves time and planning in order
to build trust.
The duties delegated to processors, assistants, or
other team members must be clearly outlined and discussed to ensure a smooth transition and to minimize
the odds of anything falling between the cracks. Duties
the originator will still perform also must be clearly
delineated to avoid any confusion moving forward.
<< Great continued from Page 142 “Releasing control involves time and
planning in order to build trust.”