Profitable mortgage brokers who want to scale their business run into the same obstacle over and over. New agents they hire can't replicate how the broker-owner interacts with customers.
That's a worry if you're a consummate pro. Your business wouldn't be successful if it weren't for how you treat mortgage leads and clients. When bringing in new troops to boost volumes, ensuring those agents aren't driving clients away takes tremendous effort.
After decades in the trenches with my better half, Melanie, people sometimes ask what we would have done differently in our brokerage odyssey. Apart from writing less and focusing on operations more (you can't have distractions when you're trying to build an empire), there were things I would have done differently.
For example, in the twilight of our expansion, we hired numerous agents. Most of them were stand-up professionals who bent over backwards for clients. Yet, a few were just train wrecks, with client interactions that sometimes bordered on horrifying.
We learned there is one sure way to tell if an agent is a dud—or simply needs more sales training:
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