Mortgage Originators and Leadership: Who Are You?

Think about this for a moment. When was the last time you really looked beyond some of the obvious questions related to the business and considered the real foundation for any possible success – YOU? On a recent consulting call, I was told by an originator that although he had a real desire to grow his business and had specific goals (more like outcomes…volume related, not strategy), he felt most companies were pretty homogenous today. He said he felt that there was really nothing special that could be added to his tools and resources that would create value for him or his referral partners. As he committed to additional time consulting, we uncovered that although his current employer’s business model was really geared towards Agent referral partners, he had been unsuccessful breaking into that referral base. Moreover, he admitted openly that he really didn’t “enjoy knocking on Agent’s doors.” When we dug into WHY, the originator said the reason he got into the business was due to a family friend that happened to be a builder and introduced him to the industry. He enjoyed working with builders, had builder contacts, and felt comfortable rubbing elbows with the builder community. He LIKED it…this motivated him. All that said, he had settled for a business model whose Core Components did not match WHO he is.  This is just an example. The gap that may exist could be relative to any Core Component -- Business, Operations, Leadership, Culture, Technology, and/or Geography.

As an advocate for the business and for those “on the street” two things come to mind as we consider this level of evaluation. 

·        If you are a RECRUITER (External or Internal) of Producers or a MANAGER recruiting producers in this business, you owe it to the Originators you are recruiting to think beyond the stats. Without the dedication and accountability that comes with truly getting to know WHO your “candidates” are, you will never be able to truly IMPACT their goals, their business, and their lives. 

·        If you are an ORIGINATOR, ask yourself if you have a trusted partner that knows WHO you are and can objectively consult with you on key topics that support your overall goals. This could be a professional coach or recruiter that is willing to invest the time necessary in a process of discovery with you and not simply a transactional conversation resulting in the “possibility” of an employment changing event (Run from those!). 

Evolution is a constant in this industry. Markets change--regulations change and technology changes. However, through it all, most mortgage companies and/or banks (depositories) will want you to be part of their team simply because of your production numbers. That which defines you - that makes up the core of WHO YOU ARE - is most likely a secondary consideration. Armed with a clear understanding of WHO YOU ARE, and a trusted consulting partner that is committed to adding value to your business, you can create consistency and predictability in an ever-evolving business climate.