The prevalent model in the mortgage branch system has managers originating while managing an office. Recruiting talented loan officers is the fastest route to sustained growth in monthly production. We’ve all watched medium size mortgage companies open new branches as a way to expand their territories quickly. Why not grab more of your local market share with the same strategy?
It’s time to think bigger. Capitalize on your expertise and start transferring your knowledge to a new generation of licensed loan officers who are entering the business. Recruiting is a sales position. As a mortgage pro you sell Realtors on using your service. You sell yourself to customers as a knowledgeable professional they can trust. You sell everyone on your company.
Recruiting is a defined process. With training anyone can recruit the talent they want, when they want, to create a powerhouse loan operation.
Adding 3 loan officers to your staff who each close 1.5 million a month obviously adds 4.5 million to production each month. How hard would you have to work to close an extra 4.5 million by yourself? Work smarter and expend less energy. Now consider the numbers if you consistently recruit and add 6 loan officers to your team in the next twelve months, and another six the year after.
Recruiting takes practice and know-‐how. Using the best tactics will protect and bolster your brand. Great recruiters use a system to qualify and dismiss less than desirable candidates. They only extend offers when they know a candidate will accept. They know how to dismantle counter-‐offers made by an existing employer. Success lies in being prepared and managing the process.
How can you manage a process you don’t know? Recruiting looks easy but can be brutal. There are proven methods and strategies to attract and hire the strongest and most dedicated originators. Have you considered how much money you can save in headhunting fees if you systematically recruited to hire loan officers?
In-‐house recruiters have multiple offices clamoring for candidates. They can only do so much. Why put your livelihood in the hands of distant recruiters? Why delegate this key responsibility when you’re in front of a faucet of candidates? When you have an effective recruiting process, adding loan officers is like picking flowers from the garden. Recruiting is mysterious only when you don’t know how.
Branch managers come across names of loan officers every day. They’re in the prime position to gather those names and initiate harmless conversations. By understanding how to quickly qualify and disqualify candidates, one recruits in the least amount of time. A seasoned manager will recruit 10 – 30 – 50 loan offices for their organization in 24 months. That’s how an exceptional leader excels, neutralizes the competition, and grows their paycheck.
Would you like to add over 100 million dollars in closed loan production to your bottom line? The mystery of recruiting evaporates once the principles are mastered. A few tweaks to your existing techniques may be all that’s needed. Of all the routines one chooses to master, recruiting has the potential to improve your life in a profound way.
We’re all people with goals and personal motivators. Learn to recruit. Save yourself time, money, and aggravation by recruiting effectively. Stop looking at recruiting as an extra chore. Embrace the possibilities and ride your career to the moon!