because we know too much and fear the worst. We can develop call-reluctance unconsciously by rationalizing from our experiences. We say things like, â€œI wonâ€™t call on that referral source today because they were rude to me that one time,â€? or â€œThey tend to give their loans all to that guy,â€? or â€œMondays are always busyâ€” maybe next week.â€? Finding a good manager Sales professionals who need to get back on track and stick to it often hire a trainer or coach. A good sales manager should serve this purpose for loan officers (even though no one wants to be â€œmanagedâ€?â€”they want to be led, supported, trained or coached). However, in our world of producing managers, you sometimes only get what you need from a manager if you communicate clearly what that is. Like a marriage, it involves hard work, honest discourse, and a healthy understanding of mutual respect for the relationship to work. Many times, the company is right but the manager is notâ€”or vice versa. However, it is harder for a company to change than an individual. If you are at a good company but have an imperfect relationship with your manager, working on that relationship is important. How the company handles that manager will also say a lot about your choice of them as your home. Good managers are true leaders who make their team members better. You can frequently see these teams stay together throughout multiple company changes, sometimes for decades. But still, your individual needs must meet the expertise of that manager, who will be your coach. Today, most recruiting is done through a corporate recruiter or human resources department and not the branch manager, so much of the due diligence falls to the loan officer to be sure that the local manager is as strong as those higher up the management chain. Those left behind Amazingly, there are still many zombie loan officers and companies â€œaliveâ€? today who are living in denial about the new marketplace. Many of them fall into the â€œgypsyâ€? camp, moving from firm to firm, casting aspersions and leaving a trail of legal and financial destruction behind them. Sadly, some of them are blessed with zero call reluctance and can make the phone ring. But that same audacity to not care what people think is also a curse without a standard of quality or a moral core. The mortgage bankers and loan officers who fall into this group will find their businesses continue to erode over time. In todayâ€™s world of zero tolerance for misdeeds, the habits of the zombies are huge liabilities as well as a cancer to their companyâ€™s culture. Eventually, compliance and production headwinds will push these folks out the business. Really assessing who you are today and how you got there is essential before you decide where your future lies. Once you have that clear 20/20 vision on yourself, then you can match yourself to the options out there today. There are no great companiesâ€”only great â€œfitsâ€? for those who truly know themselves and what they need. Once you find that fit for yourself, the future immediately gets a lot brighter. Brian Koss is executive vice president of Mortgage Network Inc. With more than 25 years of mortgage banking experience, Brian has trained hundreds of loan officers over this career, including many top producers. He may be reached by e-mail at bkoss@mortgagenetwork.com. 59 Markets may be volatile, but thereâ€™s one thing you can always count on, the total commitment of our Mor tgage Team. Loyalty, continuity of ser vice and our dedication to protecting the integrity of our relationships are just a few of the things that set us apar t. :.3?5)!?#:)!:3 @?>=<;:?9:8765643?2150/5;/4?=.?7:?-,+*?90//0:)?:)?(?7:?'?&5<0/%$?#:": @? :?2!!? )?7:? )748437? 574?=.?7:?- ?90//0:) @? :5)3?95!4?7:? 5) "2..8:14!? #3?5)!? 8=373 @? )/%? )4?2..85035/? :?957748? 57?7 4? :5)?2<:=)7?:8? 8:.487%? 5/=4 @? .?7:?-(+*?90//0:)?#53 ? =7?:)? 80<58%? 430!4) 43 # #5//? 0 5)?&5853357?57? ( " ,("' 5//? 0 5)?&5853357?57? ( " ,(" ' : :8?4<50/?; 5853357 80!64 ::!;5) + :< 8?4<50/?; 5853357 80!64 ::!;5) + :< 9 9 ? ? ' *' ? ? ' *' #5//? 035?#:)375)7?57?*( " ' " , * #5//? 035?#:)375)7?57?*( " ' " , * :8?4<50/?/ :)375)7 80!64 ::!;5) + :< :8?4<50/?/ :)375)7 80!64 ::!;5) + :< 9 9 ? ? ' ** ? ? ' ** 4810)6 ? 8:) ?@? 8:: /%)?@?95) 5775)?@? =44)3?@? 7574)? 3/5)!?@? 4810)6 ? 8:) ?@? 8:: /%)?@?95) 5775)?@? =44)3?@? 7574)? 3/5)!?@? 5335= 5335= ? ????? 5335=?@? = :/ ?@? 437 43748?@? =7)5

Florida Mortgage Professional Magazine January 2014