I know from experience that being a manager is difficult so I want to start passing along ideas for managers and owners as they work with their origination teams. Feel free to share any ideas you might have as well!
New loan officers struggle with many things, but one of the most common is their insecurity in talking with potential clients and referral partners. Top producers have scripts (though many of them don't realize it :) that they use in their daily conversations. They are strong on likeability, knowledge and their ability to explain rates and mortgages. This is something that takes time to develop and does not usually come naturally.
I think a great learning tool would be to have new loan officers sit in an office with a high producing individual and simply listen and take notes. How does the loan officer talk with clients, potential clients and Realtors? What phrases do they consistently use? What questions do they ask? What information do they offer?
This exercise will help the new loan officer feel more confident and find their own voice as they start working with people in their business.
