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The Complete Mortgage Management Kit Contents
Section 1 - Developing a Great Recruitment Plan
There is no way you will find the time to recruit without a plan.
A producing mortgage manager lives with a constant struggle that consumes their most precious resource—time. Producing is a full time, stressful job. Recruiting top producers is just as important. How can you possibly do two full-time jobs and accomplish the tasks effectively?
There is only one way to get this done. That is to develop a plan—a plan with clearly defined objectives as to what type of candidates you seek. All too often we go after producers without realizing what type of producers will help us achieve our long-term objectives. Did you know we spend 80% of our management time managing 20% of our less productive people?
Having a plan is one thing. Implementing it is another. There is no way we can implement our recruitment plan without finding the available time. Section One of The Complete Mortgage Management Kit™ not only will help you develop the plan—it will help find the time and tools for implementation. The secret? Utilize your production actions to help recruit. You will not have the time for two sets of independent actions. Your activities must achieve two objectives at once.
Locating the right people through advanced networking techniques—you will not find the right people if you are looking in the wrong places or asking the wrong questions. The groundwork you lay here can save you hours and hours of wasted time.
Next, you must confirm that the people you have located are right on target through advanced interviewing and reference checking skills. Interviews are a balancing act. You must sell the company while finding out whether you have the right person (listening skills). The Complete Mortgage Management Kit™ gives you real tools to help—including lists of interview and reference checking questions. The Kit also contains sample tests and an offer letter.
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Section 2 - Firing, and Defining the Job
The two greatest mistakes made by managers after the hire...
What are these mistakes? First, we don't get rid of our mistakes quickly enough. Ever feel relieved when someone resigned? Well, that is a very, very bad sign. Mistakes don't go away unless you take action. Every hour you wait is wasted time, money and energy, and these are not renewable resources.
Second, we don't tell our hires exactly what we expect of them. This lack of communication and orientation can cripple a company. When people don't know what the expectations are, they make up their own expectations and I promise you that it's different from yours! When this happens, even our good hires don't perform as well as they should. For example, how many times have you had a controversy over what is the loan officer's vs. the processor's responsibilities? For decades we have had loan officers claim they are doing processing and processors saying they are doing the loan officers' jobs. It is the leader of the office who is responsible for ending this confusion. Everyone should know what is expected.
When you lose the right people how much does it cost your firm?
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Section 3 - Support
How do you define support?...
The mortgage industry is famous for handing loan officers rate sheets and business cards and sending them out on the street. It is amazing that we handle the most important financial decision the consumer makes in a lifetime with loan officers that are so poorly prepared to assist with this transaction. Certainly these consumers would be appalled to know the truth. In fact, if you've seen any of the customer surveys relating to loan officers they are appalled!
Managers in this industry are often times at a loss as to how to direct loan officers when they are struggling with their production. Coaching does not come naturally. It is a learned skill that must be implemented with effective tools. This book will help you guide your loan officers more effectively, whether you are doing so as a group in a sales meeting or during one-on-one sessions. And, once again, you will be given real tools such as coaching formats, that you can use the day you return.
You have been told that to attract top producers you must distinguish your company from the competition in a positive way. This is the only industry in America that simple support such as training and technology will make you a cut above. Think this is not possible?
Imagine loan officers knocking on your door because you can bring them the support they need. Would that make a difference in your management life?
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Section 4 – Standing Back and Monitoring
Know what is going on around you without looking over your employees’ shoulders...
Monitoring involves knowing what is happening in your business—in a way that will allow you to make adjustments for the future. The final section of The Complete Mortgage Management Kit™ present a multitude of monitoring forms for your perusal. Some of these involve pipeline management and others involve financial management. You can’t know you are moving in the right direction unless you understand mortgage profit and loss statements within the mortgage industry.
Not only must you know that your pipeline and finances are moving in the right direction. You must also know your employees are moving forward and that you can right the ship when it moves off-course. The Management Kit discusses reviews, conflict management and team building. There are even sample review forms and exercises. As your producers reach their goals your business should be moving closer to achievement of its goals—especially if we have followed the lead of the first three sections.
Now management is not left to chance. And neither will your success in management. The Complete Mortgage Management Kit™ can really help you achieve your long-term goals. And save you time and stress.
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The Complete Mortgage Management Kit™
Price: $499.00
Plus $10 S/H
