We are hearing more and more about companies instituting minimum production standards. Formalize the marketing strategies that will enable you to achieve your business goals.
Assemble information on members of your management team and include it in a section near loan originator business plans end of the business plan. They know who their top referral sources are and they rank them. Simply offer your card upon introduction and let the conversation and relationship flow.
Ask an originator how many leads, credit report pulls, appointments, pre approvals, contracts and applications, and closings he or she has in a specific time period.
If the customer picks a different lender, the loan officer goes back to the drawing board and analyzes what he or she can do to get a better result next time. They both do what they say they will do, and both make a full effort to live up to the commitment they make to each other.
Companies could and would do more to help the loan officer grow by having actual prospecting standards, minimum production standards, file quality standards, and so on. We all know why professional baseball tracks every possible statistical measure of performance.
With the changes in compensation these folks are now being pushed to higher levels of performance, and it can be a difficult, if not impossible, transition. They Have a High Level of Drive Plain old-fashioned desire and a healthy self-image are key traits of the best performers in any industry.
Well-Managed Processing, Underwriting and Closing This is another trait of the company rather than the loan officer — who likely has little, if any, input into how these departments are run. Ignoring a cultural mismatch is like staying in a bad marriage. When you decide on the strategies, write them down as well.
Average performers can become top producers, but I must qualify that answer. The ball is never dropped.
Develop a clear understanding of your potential customers. Write a description of your business, based on the planning that you have already completed. Tip Create a networking group with several other business professionals, such as an investment banker, a realtor, an attorney, a builder, and an accountant.
If so, that is a positive indication for your business. Both the loan officer and the company typically have a long-term commitment to excellence and both strive to grow and improve. They Want Accountability This is where the company has to be responsible, because if there are no standards, then there are no standards to be met.
Most mortgage lenders operate on a commission-only basis, making consistency an almost non existent term in relation to paychecks. The rules and regulations are changing almost daily in the current market. They can also tell you how many Realtor prospecting calls and past client calls they take in a given time period.
You can contact Dave via e-mail at daveg fairwaymc. Writing the business plan for your mortgage company forces you to consider important subjects early on, before they can develop into serious mistakes that may not be correctable.
Combine the most compelling information from the other sections into a strong executive summary. After all, they are picking up the tab. Their goal is to originate loans that will be clear to close on the first submission.
So I set out to discover what keeps these few top performers successfully producing year in and year out, and enjoying a successful and lucrative career.
After careful research and observation, I have recognized eight habits and traits all these successful performers have in common. You can review these objectives and strategies periodically to gauge your progress.
They originate in a very proactive working environment, rarely needing to request more documentation. They track ratios because they know they must if they want to excel.
They Follow a Business Plan It seems pretty obvious that a plan of some kind would help most people achieve a better result. How strong is the competition?Furthermore, it is possible to set goals, make plans for achieving them, and then fail to act or follow through on those plans.
(We call this procrastination.) For the purposes of this Report, let's assume that, at least as far as your mortgage business is concerned, you recognize the importance of goal-setting, planning, and implementation.
• Register 5 new loan requests and start to close registered loans. • Review and adjust “Marketing Plan” as needed. Implement changes. • Demonstrate consistent use of ACT!
for contact management, sales planning, customer service, etc.
A Loan Officer with a well-constructed Business Development Plan that accurately forecast their sales targets, allows you to spend more time developing your own business rather than reacting to the day-to-day developments in sales production.
During this exercise we will walk you through the process of quantifying your plan, all the way from the number of leads you will need to the number of loans you will need in order to reach your annual income goal.
Closing one loan used to pay – and sometimes still pays – entirely too much income for any one person to dedicate themselves to executing a specific business plan. Every new business needs a plan and mortgage originators or producers are no exception. Writing the business plan for your mortgage company forces you to consider important subjects early on, before they can develop into .Download