NMP - February 2018 - 10

Recruiting, Training and Mentoring Corner

Paper-Paper Everywhere
BY DAVE HERSHMAN

ince I write a
management
column for National
Mortgage
Professional
Magazine, I try to
make the content relevant to the
topic of the month. I found this a
bit more difficult with this
month's topic, "The Pursuit of
Paperless." Perhaps this is
because I am really old-with
almost four decades in the
business (of course I started
when I was 12). Like most older
people, I have a hard time giving
up my paper. When I "swipe" to
buy something at the store and
they ask me if I want a receipt, I
always say yes-even though I
can see the transaction online in
a matter of seconds. Heck, I
remember when "swiping"
something at the store would get
you in trouble!
This is not about getting rid of
paper ... it's about the adoption
of technology, which gets harder
and harder every year. It seems
when I purchase a computer, the
next day it goes on sale at Toys
'R Us. I guess I should have not
purchased a computer made by
Mattel.
It's true that adopting
technology is tougher when you
are older. But I am not an
exception. If the average age of a
loan officer in the industry is
about 50-years-old, then the
average age of our managers is
greater. It is tough to talk about a
paperless environment to
someone who is still reading a
print newspaper and has tons of
it on his or her desk.
The topic this month is really

S
FEBRUARY 2018 n National Mortgage Professional Magazine n

NationalMortgageProfessional.com

10

about change. Whether it is
getting rid of paper, adopting
social media or automating the
process, change is always
difficult. And it is even more
difficult when you are older and
change is coming around more
quickly. Even our cellphones
seem to grow outdated in less
than a year. I really did purchase
a computer this year and guess
what? Every plug I had, save-up
to charge my computer was now
no good. Do they have to change
every part and accessory every
time they come out with a new
model?
Not that I have resisted all
forms of technology. Fifteen
years ago, I used to teach a live
mortgage school for three days.
Live as in "in-person." And we
had three very big and heavy
three-ring binders filled with
papers. From there, I graduated
to slide presentations and live
Webinars. Now the entire
curriculum is conducted online
and the text is an e-book. So, I
have adopted technology.
But that was over a 15-year
period-almost an evolution.
Today, change comes a lot
quicker ... almost in the blink of
an eye. If you purchase a
technology to improve your
business today, a better one will
come out tomorrow-guaranteed!
This is enough to freeze the
minds of anyone, let along
someone who has been working
in the industry for decades.
Here is the good news. The
more things change, the more
they stay the same. I have been
hearing that Loan Officers would
be replaced by computers for

"This is not about getting rid of paper ...
it's about the adoption of technology,
which gets harder and harder every year."
decades. It hasn't happened
because, even with all the
information on the "Net," the
average buyer knows very little
about mortgages and what we
do. They will spend more time
buying a car then they will spend
searching for and understanding
a mortgage. That makes experts
just as important today as they
were three decades ago ...
possibly even more important
because being an expert today
makes you better able to serve
your clients, as opposed to an

order-taker thousands of miles
away.
Perhaps that Loan Officer
across the country does not
handle as much paper, but I
doubt they could calculate a ratio
or especially do so backwards for
a prequalification without a
computer crunching their
numbers.
So ... I say to all you guys and
gals out there ... be proud of your
paper and those hand-held
calculators. We are not about to
die off yet!

Dave Hershman is a top Author in this industry, with seven books
published, as well as the Founder of the OriginationPro Marketing
System and the OriginationPro's online comprehensive mortgage
school. Dave is also Director of Branch Support for McLean
Mortgage. He may be reached by e-mail at
Dave@HershmanGroup.com or visit OriginationPro.com.


http://www.NationalMortgageProfessional.com http://www.OriginationPro.com

Table of Contents for the Digital Edition of NMP - February 2018

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NMP - February 2018 - 1
NMP - February 2018 - Contents
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