NMP - December 2016 - 48


✒

Systems Will Improve
Your Production,
Recruiting and Retention
By Steve Rennie

T

DECEMBER 2016 n National Mortgage Professional Magazine n

NationalMortgageProfessional.com

48

echnology has come a long way in recent years.
Nobody can argue that a tremendous impact has
been made to our business and personal lives via
Web products and apps on mobile devices. That
push has also brought strong business
applications, including recruiting and relationship
management tools, to sales leadership in the mortgage industry.
Applicant Tracking Systems (ATS) are common in most large
organizations. ATS's are great for active/non-sales candidates
and when posting jobs in which candidates apply. Forwardthinking organizations are incorporating robust CRMs, most
commonly used for managing relationships with referral partners
and past customers. However, the most prevalent platforms
being used for recruiting production talent are still Excel
spreadsheets (you know who you are), LinkedIn, and the good
old fashioned contact list on your phone. While each of these
provides a solution to certain parts of the process, none of them
individually provide a single end-to-end solution for sourcing,
attracting, onboarding and retaining production talent.
Attracting proven producers with transferable books of
business and leaders who have a "rolodex" of those originators
is no small task. These people are heavily recruited by your
peers and competitors and they aren't looking for a job.
Everyone knows where to find them, not everyone knows how to
approach or engage them. Recruiting this group of talent
successfully requires a proactive process and many
organizations fall short due to some key challenges/problems.
These challenges include:
1. Difficulty finding time
2. Lack of organization
3. Lack of accountability
As much as these are THE challenges, they are also THE
opportunities. So, how can you create opportunity to train and
position those in your organization that desire to grow their
team, offset dips in production, or fight natural attrition by
growing their team in the branch or area managed?
Here is where systems create solutions to the problems:
1. Time blocking: Critical discipline for long-term success.
2. Organization: Just like MLOs, clients and referral partners, a
database to track a relationship over time.
3. Pipelines/key metrics: Defining your goal, and measuring your
activity to your goal will help you accomplish your goal.
Model Match launched in 2014 as an innovative platform
supporting individual and team hiring goals for mortgage
origination companies. The solution incorporates processes,
best practices, and proven methodologies for sourcing,
attracting, hiring, onboarding and retaining production talent. In
addition, the platform is coupled with live coaching to facilitate
recruiting best practices in an effort to strengthen an
organization's overall recruiting "muscle." This helps our clients
better achieve strategic growth goals.
Contact us to learn more at ModelMatch.com/See-It/.
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 to
grow and retain production organically. He may be
reached by e-mail at
Steve.Rennie@ModelMatch.com.

SPONSORED EDITORIAL

heard on the street

continued from page 43

Churchill Mortgage Continues officer, will manage the new
Expansion With Third
branch.
California Branch
"We are pleased to welcome
this new branch led by Gary and
Brody," said Larry Sutton, division
president of Element Funding.
Churchill Mortgage has expanded "Our goal at Element Funding is to
into Northern California with the
stay true to the culture of each
opening of its third branch in the
community as we continue to
state in Yuba City, Calif.
expand in the state, and to help
In September, Yuba City was
families achieve their goal of
recognized among Realtor.com's
homeownership through a positive
"20 Hottest Markets" in the U.S.,
and personal experience."
based on the number of days a
Wiseman was previously a loan
home spent on the market and the officer with Regions Bank before
number of views each listing
joining the Element Funding team.
received on Realtor.com. The
He is joined by Schultz, who has
lender's newest branch ensures
16 years of experience in both the
that its services will be available to wholesale and retail mortgage
borrowers in the greater
industries.
Sacramento area.
"We are proud to be part of a
Nick Williams, area manager for team of professionals who truly
Churchill Mortgage in California,
care about hard work, the
will leverage more than two
customer experience, and being a
decades of industry experience to leader in the industry," said
lead the branch. In addition, Home Wiseman.
Loan Specialist Willie Willis and
Client Experience Manager Janell
QuestSoft Partners
Willis will work with local
With The HMDA Academy
homebuyers and borrowers to
advise them on the best mortgage
product for their needs. The lender
established its presence in
California with the opening of its
first branch in the state in Orange, QuestSoft has partnered with Key
Calif. in January 2014, which
Compliance Services, creators of
Williams also manages. In June
The HMDA Academy, to provide
2015, Churchill opened its second their Compliance RELIEF
branch in San Diego.
customers with a complete suite
"Northern California boasts
of informational and multimedia
beautiful landscapes and climate,
tools that complement their robust
making it a very attractive place
and industry leading platform.
for prospective homebuyers," said
The addition of The HMDA
Mike Hardwick, president of
Academy knowledge base
Churchill Mortgage. "The state is
provides QuestSoft's Compliance
also the largest in the country in
RELIEF HMDA customers access
terms of population and thirdto up to the minute training and
largest in size. Establishing a
consulting on the new CFPB
branch in Yuba City provides us
HMDA rules which will begin to be
with a local presence, which is
implemented in 2017, culminating
critical to our ability to serve
in 2018. These changes represent
borrowers and make the real
the most sweeping revisions to the
American dream of
Home Mortgage Disclosure Act
homeownership available to a
(HMDA) since its inception in
larger set of families and
1975. Training is provided to users
individuals."
via webinars, all of which are
recorded and available for
Element Funding Opens New
unlimited viewing. In addition,
Florida Branch in Sarasota
Compliance RELIEF HMDA
Element
customers will gain access to a
Funding, a wide variety of job aids, charts,
division of and other tools to tackle the
Primary
complexities of the HMDA
Residential modifications.
Mortgage
"The CFPB HMDA rules dictate
Inc.
that data integrity, staff training
(PRMI), has opened its first branch and accountability, as well as
office in Sarasota, Fla. Gary
detailed procedures, be at the
Tuorto, area sales manager; Brody forefront as we approach 2018,"
Wiseman, sales manager; and
continued on page 50
Christopher Schultz, senior loan


http://www.Realtor.com http://www.NationalMortgageProfessional.com http://www.ModelMatch.com/See-It/

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

Contents
NMP - December 2016 - Cover1
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NMP - December 2016 - 1
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