NMP - April 2017 - 18

✒

Three Elements Required
for Organic Recruiting
Success
By Steve Rennie

I

APRIL 2017 n National Mortgage Professional Magazine n

NationalMortgageProfessional.com

18

n Q4 of 2016, we at Model Match expanded our offering
to include individual and group coaching for users on
our platform. Many elements are required for individuals
and organizations to have short and long-term success
with their production recruiting efforts, but three have
created the largest impact. These include individual
accountability, leadership involvement and, possibly most
important, the competency to communicate effectively about
an offering and build relationships on the front end through
differentiation.
Accountability starts with self-discipline and initiative. We
have found that, like anything that requires someone to do
hard work, external influence does not always create
individual initiative. Accountability should also involve the
awareness of goals and the ability to measure activity and
efforts over time to achieve that goal.
The second element focuses on leadership being involved
in the process. Leaders should always be involved in
supporting activity and oversight and not simply waiting to
meet with recruits that are in process. There is a noticeable
difference in overall recruiting success when leaders at the
top of the organizational chart are involved in goal-setting,
lead sourcing, activity support and consistent pipeline
management.
Lastly, we have learned that many managers, although
extremely proficient with relationship development for referral
partners and clients, have two left feet when it comes to the
same skill in recruiting production. This recruiting "muscle" is
already built, but sometimes needs some fine-tuning to
transition to the communication necessary to build trust with
recruits versus referral partners and clients.
The good news is ALL three of these elements have
become easy to address through dedicated training with the
outcome of unifying efforts to creating better efficiencies and
success. Our experiences have shown us that with clear goalsetting and planning a positive impact can be realized with as
little as 30 minutes of effort a few times per week. However,
recruiting (relationship development) is certainly an activity
that will breed greater success as more time and effort is
spent. Hold yourself accountable to what you have control
over and push to grow from there. If you are leading local
managers, make sure to play your part beyond meeting with
recruits and look for opportunities to support lead sourcing
and intel opportunities, as well as consistent pipeline reviews.
And finally, look for avenues to hone your communication and
relationship building skills through coaching to increase your
effectiveness on the front end and throughout the process of
recruiting.
With more than 20 years of working in the trenches and
hindsight into the science and art of relationship development
for organic growth of production, our process, along with our
coaching allows all involved to recruit like a pro.

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

new to market

continued from page 13

collaboration and more visibility
through mobile devices, with
real-time status updates.
"MyMortgage takes the
complexity and stress out of
getting a loan by providing a
better experience for every
borrower," said Rajesh Bhat,
CEO of Roostify. "It goes beyond
automation to combine Roostify's
industry-leading technology with
the Guild culture of superior
customer service to deliver an
unequaled personal touch,
something not always available
with most digital mortgages."
Docu Prep Launches
New Site

Docu Prep has announced the
launch of its new Web site, the
first in a series of technologyrelated products and services to
be rolled out to customers in the
coming weeks.
"The Web site is a key
component and the first step that
we needed to be operational as
we begin releasing system and
service enhancements to our
clients," said Ed Wallace, national
sales executive for Docu Prep.
The new Web site is a
responsive site, so mobile users
will be able to better access
information and functionality
when and where they need to.
Besides its new design and
mobile capability, the new
website features document
generation samples.
"We felt that prospective
clients needed to have the ability
to test drive pieces of our
document technologies, so we
included a way for them to enter
a few pieces of data and see the
results," said Kortney Harward,
Docu Prep's director of sales and
business development. "This way
they can see the look and feel of
documents as well as system
performance."
Black Knight Financial
Services Launches
LoanSphere Empower
Upgrade

Black Knight Financial Services
(BKFS) has announced that it is
offering LoanSphere Empower
Now!, a version of Empower, the
company's comprehensive loan
origination system (LOS) that will

enable regional and mid-market
lenders, as well as independent
mortgage bankers, to reap the
benefits of the powerful Empower
LOS with a greatly streamlined
implementation process, resulting
in reduced timelines and cost.
Empower Now! enables lenders
to implement Empower
functionality, which has been
configured based on the industry's
most common lending practices.
Lenders can then add
configurations and additional
feature functionality, which will
allow them to remain on the same
system as their business grows,
and to adjust system parameters to
meet their specific compliance
needs.
Additionally, Empower Now! is
seamlessly integrated with Black
Knight's LoanSphere MSP servicing
platform, which is leveraged directly
by approximately 70 servicers that
represent hundreds of other lenders
and financial institutions throughout
the country.
Typical implementations for
Empower Now!, which include
testing and training, can be
completed in less than half the time
of a standard Empower
implementation and at a lower cost.
"Historically, regional and midmarket lenders have selected an
LOS to meet their immediate
needs, knowing that they may
eventually need a different solution
to accommodate future growth.
Then, as they expanded, these
lenders had to migrate to a new
system to meet the more robust
requirements of their growing
business and scalability needs,"
said Jerry Halbrook, president of
Black Knight's Origination
Technologies Division. "With
Empower Now!, lenders that are on
a growth track can add new
features and business channels
without having to implement a new
system. As a result, regional and
mid-market lenders can access the
same world-class origination
technology capabilities as larger
lenders, with an affordable financial
investment and a considerably
shorter implementation timeline."
Churchill Mortgage
Launches Debt-Free
Homeownership "Smarter
Mortgage" Tool

Churchill Mortgage has
introduced its Smarter Mortgage,
continued on page 24


http://www.NationalMortgageProfessional.com

Table of Contents for the Digital Edition of NMP - April 2017

Contents
NMP - April 2017 - Cover1
NMP - April 2017 - Cover2
NMP - April 2017 - 1
NMP - April 2017 - Contents
NMP - April 2017 - 3
NMP - April 2017 - 4
NMP - April 2017 - 5
NMP - April 2017 - 6
NMP - April 2017 - 7
NMP - April 2017 - 8
NMP - April 2017 - 9
NMP - April 2017 - 10
NMP - April 2017 - 11
NMP - April 2017 - 12
NMP - April 2017 - 13
NMP - April 2017 - 14
NMP - April 2017 - 15
NMP - April 2017 - 16
NMP - April 2017 - 17
NMP - April 2017 - 18
NMP - April 2017 - 19
NMP - April 2017 - 20
NMP - April 2017 - 21
NMP - April 2017 - 22
NMP - April 2017 - 23
NMP - April 2017 - 24
NMP - April 2017 - 25
NMP - April 2017 - 26
NMP - April 2017 - 27
NMP - April 2017 - 28
NMP - April 2017 - 29
NMP - April 2017 - 30
NMP - April 2017 - 31
NMP - April 2017 - 32
NMP - April 2017 - 33
NMP - April 2017 - 34
NMP - April 2017 - 35
NMP - April 2017 - 36
NMP - April 2017 - 37
NMP - April 2017 - 38
NMP - April 2017 - 39
NMP - April 2017 - 40
NMP - April 2017 - 41
NMP - April 2017 - 42
NMP - April 2017 - 43
NMP - April 2017 - 44
NMP - April 2017 - 45
NMP - April 2017 - 46
NMP - April 2017 - 47
NMP - April 2017 - 48
NMP - April 2017 - 49
NMP - April 2017 - 50
NMP - April 2017 - 51
NMP - April 2017 - 52
NMP - April 2017 - 53
NMP - April 2017 - 54
NMP - April 2017 - 55
NMP - April 2017 - 56
NMP - April 2017 - 57
NMP - April 2017 - 58
NMP - April 2017 - 59
NMP - April 2017 - 60
NMP - April 2017 - 61
NMP - April 2017 - 62
NMP - April 2017 - 63
NMP - April 2017 - 64
NMP - April 2017 - 65
NMP - April 2017 - 66
NMP - April 2017 - 67
NMP - April 2017 - 68
NMP - April 2017 - 69
NMP - April 2017 - 70
NMP - April 2017 - 71
NMP - April 2017 - 72
NMP - April 2017 - 73
NMP - April 2017 - 74
NMP - April 2017 - 75
NMP - April 2017 - 76
NMP - April 2017 - 77
NMP - April 2017 - 78
NMP - April 2017 - 79
NMP - April 2017 - 80
NMP - April 2017 - 81
NMP - April 2017 - 82
NMP - April 2017 - 83
NMP - April 2017 - 84
NMP - April 2017 - 85
NMP - April 2017 - 86
NMP - April 2017 - 87
NMP - April 2017 - 88
NMP - April 2017 - 89
NMP - April 2017 - 90
NMP - April 2017 - 91
NMP - April 2017 - 92
NMP - April 2017 - 93
NMP - April 2017 - 94
NMP - April 2017 - 95
NMP - April 2017 - 96
NMP - April 2017 - 97
NMP - April 2017 - 98
NMP - April 2017 - 99
NMP - April 2017 - 100
NMP - April 2017 - 101
NMP - April 2017 - 102
NMP - April 2017 - 103
NMP - April 2017 - 104
NMP - April 2017 - Cover3
NMP - April 2017 - Cover4
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201912
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201911
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201910
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201909
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201908
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201907
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201906
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201905
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201904
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201903
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201902
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201901
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201812
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201811
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201810
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201809
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201808
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201807
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201806
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201805
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201804
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201803
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201802
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201801
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201712
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201711
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201710
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201709
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201708
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201707
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201706
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201705
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201704
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201703
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201702
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201701
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201612
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201611
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201610
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201609
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201608
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201607
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201604
http://www.nxtbookMEDIA.com