Author: Ed Davis, Mortgage Education Instructor
In the 4th and final installment of our series on BUILDING RELATIONSHIPS FOR MORTGAGE LOAN ORIGINATORS, we’re now going to take a look inward – at our teams and how we can begin leading in a way that drives relationships with our LOA’s or Junior LO’s, Processors, and our Underwriters. Of course, the roles within your organization may differ, but the concepts remain consistent and effective.
“No one cares about your clients, your pipeline, or YOUR PAYCHECK, as much as you do – so don’t expect anyone to work harder on your files than you’re willing to work.”
In the words of my first official sales manager, “no one cares about your clients, your pipeline, or YOUR PAYCHECK, as much as you do… so don’t expect anyone to work harder on your files than you’re willing to work.”
And so I submit to you, perhaps the most important relationships we’ll have in our Loan Originator career, but frequently and unfortunately, the most overlooked.
What are some ways to assure you’re focused on, and paying attention to, this critical element of your career, and most importantly your CLIENTS’ EXPERIENCE?
Here are 3 SIMPLE keys think about that will lead to better relationships with what some call, your “internal clients”:
- Be The Leader You’d Like To Have:
- Would you want YOU on your team? Be honest…
- Job “titles” aside, as a Loan Originator, you’re the captain of the ship. Your clients look to you to LEAD them and your team, to their goal. You can’t expect more commitment and effort from others on your team than you’re willing to make.
- Are your expectations of your team reasonable, and CLEARLY communicated? Especially considering the model you’re providing? Are you practicing what you preach? Let your words and actions be congruent.
- Right Approach, Right Person:
- Each person on your team is driven by different desires and personal goals. Do you know what they are? Have you taken some time to get to know the “why” behind each of your key players?
- When you take the time to learn what makes your teammates tick, you can help put them in situations where they’ll thrive. In turn so will your business.
- People work harder for appreciation than they do a paycheck:
- It’s a common complaint in the most workplaces: “They don’t appreciate what I do for them.”
- How often do you let your team KNOW how valued they are? Again as we’ve mentioned, do you take an interest in their interests, and sincerely ask about how they’re doing?
- Very often, hard-driving, successful LO’s can be very task oriented and forget the personal side of the business. Don’t drop the ball in that area. Even if the personal “stuff” isn’t your natural state, make it a point to go there. Say “thank you,” often. It creates trust and loyalty, and a team that will overcome obstacles without even being asked.
We mentioned in part 3, the Zig Ziglar quote about having “everything in life you want, if you will just help other people get what they want.” Well, it certainly applies with your INTERNAL relationships as well. When you sow the seeds of good communication and appreciation within your team, your clients (and your business) will reap the benefits.
Ed Davis possesses two of the most sought-after qualities in a mortgage education instructor – solid mortgage background and extensive training experience. With more than 15 years in the mortgage industry, Ed’s experience includes many years of origination, branch and sales management, and a focus on broader financial planning strategies. These positions put Ed in an ideal situation to prepare new mortgage professionals for successful careers and to inform experienced mortgage professionals of new and changing legislation and developments.
- Communication & Relationship Building for Mortgage Loan Officers – Part 1: Three Keys to Creating Great Client Relationships
- Communication & Relationship Building for Mortgage Loan Officers – Part 2: How to Maintain Great Relationships with Clients
- Communication & Relationship Building for Mortgage Loan Officers – Part 3: Mortgage Referral Partners
- Professional Development eLearning Series