NMP - October 2016 - 18

✒ Want to Unify Your Organization's Production (and Other) Recruiting? By Steve Rennie T OCTOBER 2016 n National Mortgage Professional Magazine n NationalMortgageProfessional.com 18 he process of recruiting passive candidates with a transferable book of business built upon trusted relationships remains a mystery to production leadership in the mortgage industry. Questions often come up including: "Where do I find them?;" "How do we attract them?;" and most importantly, "How do we close and retain them?" These questions can be broken into individual categories with best practices and techniques, but what can you do as an organization to unify and become more effective at your strategic growth efforts overall? Here are a few ways you can begin to tackle this internally with your branch, area, region, or enterprise: 1. Train your team: Define your value proposition and Unique Selling Proposition (USP) with a single sentence. Having the language regarding your Six Core Components (Business Model, Leadership, Culture, Operations, Technology and Geography) and value proposition be uniform is crucial for your introduction. After that, you have the flexibility to freestyle. 2. Have an opener: Who are you, why are you calling, and what do you hope to accomplish? (Hint ... look to develop a relationship, not hire someone over the phone). 3. Create goals: Create and use a metric to measure the activity you need to accomplish your goal. 4. Prepare for objections: We have learned that most managers dislike developing new relationships because of the rejection that can come with it. Define common objections and discuss how to overcome them. 5. Create an appropriate target list: This is not your 1,500 LinkedIn contacts. This lead list needs to be defined and targeted. 6. Scheduled review calls: Share successes, challenges and where you are finding traction with certain types of people or with specific companies. 7. Be organized: Have systems in place to compile data, as well as track and manage relationships and activity-if it cannot be measured, it cannot be managed. 8. Make it a team sport: Involve others in the process. This creates trust by helping validate the things you are presenting relative to your company value proposition and/or USPs being communicated in a similar way by all involved. This type of initiative is always best executed as a team. Creating an environment where you can provide coaching on the "soft skills" along with who and how to target those you are hunting will help you learn where your strengths are and where you have room for improvement. We have been involved in helping companies organize and execute these strategies for 16 years. There is a science and art to recruiting and retaining producers. If you have any questions or want to learn more, feel free to contact us. Steve Rennie is chief sales officer with Model Match Inc., a technology platform and business plan used internally by sales leaders and executives at banks and mortgage companies. Model Match allows companies to organize production recruiting initiatives with structure, process and accountability. Steve may be reached by phone at (949) 356-5792 or e-mail Steve.Rennie@ModelMatch.com. SPONSORED EDITORIAL new to market continued from page 13 trusted lenders because of their demonstrated track record in effectively evaluating creditworthiness for the broader public. helping mortgage professionals stay current with the news, events and regulations that are impacting the industry. Designed to be educational in nature, each short video will address a variety NAHREP Releases Englishof topics that are important to Spanish Glossary of Real mortgage companies across the Estate and Mortgage Terms country. "We created this new platform to help inform and educate industry professionals about current events, relevant issues and how they could affect our business," said Greg Holmes, national director of sales and marketing for Credit Plus. "We believe this is a powerful format The National Association of to share valuable insights about Hispanic Real Estate Professionals what the future may hold for our (NAHREP) has released an English- industry." Spanish Glossary of Real Estate America's Mortgage News is Industry. Unlike other glossaries, hosted by Donald Clement Jr., the English-Spanish Glossary of Southeast regional sales manager Real Estate Industry Terms provides at Credit Plus and a mortgage both the technical translation for expert with more than 20 years of each term and colloquial experience in the industry. terminology which are most often used by customers and CIS Integrates New practitioners. Consumer Verification Tool "A home purchase is widely recognized as the most significant financial transaction most people will make in their lives. For individuals who either prefer to speak Spanish or only speak Spanish, this already complex transaction can become CIS has announced that its overwhelming," said NAHREP InstantID is now integrated with President Joseph Nery. "This their solutions for consumer glossary is intended to be a guide verification. to corporations, practitioners and "InstantID provides clients governments looking to create competitive advantages in Spanish Language resources for catching fraudulent applicants, their clients and the general public." accelerating onboarding and In a recent NAHREP survey, top increasing acquisition," said Mike producing Latino agents and loan Brown, CIS president. officers indicated that 40 percent of InstantID is a solution provided their transactions make use of through LexisNexis, accessing Spanish at some point in the more than 36 billion public and transaction, and as much as 25 private records. Knowledgepercent of all transactions utilize based, superior linking and Spanish exclusively as the means intelligent data connectors of communication with their clients. instantly deliver multiple levels of In an already complex and consumer identification, including increasingly regulated environment, validating input data is real (i.e. NAHREP responded to the need to government-issued SSN, provide guidance and consistency legitimate address); verifying on Spanish-neutral translations of input data belongs to a single the words and phrases used most identity (i.e. SSN & birth date frequently over the course of a real match single name); identifying estate transaction. compromised and suspicious identities (i.e. SSN issued prior to Credit Plus Launches New DOB). Educational Video Series "The ability to instantly know your applicant is who they claim to be, immediately stops fraudulent applicants from Credit Plus has announced that it consuming resources," said has created a new informational Brown. "In addition to catching video series, America's Mortgage News. The video series aims at continued on page 60 http://www.NationalMortgageProfessional.com

Table of Contents for the Digital Edition of NMP - October 2016

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NMP - October 2016 - Cover1
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NMP - October 2016 - Table of Contents
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