Yes, that’s right. I said LISTING Agent in the title! For years the mantra for most originators has been to seek out Realtors who work primarily with buyers. The reasoning behind this is obvious. Buyers need mortgages and are looking to purchase a home – easy!
As the market starts to contract and loan officers seek other opportunities for revenue – I truly believe one of the untapped gems will be listing agents. Here are a few reasons:
1. If someone is selling their home, there is a good chance they will be buying another one. Sellers often become buyers. Opportunity for business!!
2. A good listing agent will get sign calls and leads from their listings. If you develop a strong relationship with these agents you can work as a team to turn that listing into a lead factory. Opportunity for more business!!
3. By helping to support the marketing of a property – open houses, financing flyers, etc. you are developing a bond and proving useful to the Realtor and showing them that you are interested in THEIR income. That means a lot to the right partners. Opportunity for more business!!
4. Listings give you the opportunity to market creative financing options and programs. Even if a buyer doesn’t make an offer on that property you should have marketing materials at each listing. Some will take that home and some will call you. Opportunity for more business!!
5. Ladies and Gentlemen – although I am listing this one last, I have found this to be THE single most profitable reason to work closely with Listing Agents in the current market . . .
Over the past 3 months I have gotten 6 applications from Listing Agents because the mortgage company that was providing the financing did not do their job correctly and the LOANS WERE DECLINED!!!!
I work hard to let the Realtors in my area know that I am an expert in the field. I am thorough and I try to stay on top of all of the regulatory and guideline changes. Most importantly, I communicate industry changes to the agents. They know that I know what I’m doing.
In 5 of the 6 examples above, I was able to get the loans approved and closed (or I am scrambling to do so by year’s end as we speak). One of them was a gonner. Very poor upfront application process by the original loan officer and a VERY large car payment that needed to be sold in order for the borrowers to qualify. Why that was never communicated to anyone is a mystery to me. The sellers, the agents, title company, etc. etc. were all moving forward under the idea that the clients were approved and no one knew that the lynch pin of their approval wasn’t even disclosed. Since they were unable to sell their car the deal fell through. (P.S. I really tried with this one and worked for a week to see if I could find a car dealer that would buy the car from them but no one was interested).
A few key points for anyone looking to swoop in and save the day:
a. Make sure you know what you’re doing! It does no good to market to this type of emergency client if you aren’t able to articulate and quickly dissect the reasons that a loan did not go through. Being able to identify the issues quickly will help you and the agents avoid a lot of wasted time if there is no hope of a loan going through for obvious reasons. Prolonging the agony does no good for anyone.
b. Make sure that you set up a system to deal with these last minute rushes. Is your processing and underwriting in place for quick turnarounds? If you want to be known as the ‘go-to’ loan officer for these types of clients then you have to have great communication with your support staff. The secret is to get the rest of your loans submitted and approved well in advance of closing dates. If you claim to have a ‘rush’ on every file you will be known as the LO that cries wolf and you won’t get the attention you need when you need it. Become known as the loan officer whose files are a pleasure to work with – then you’ll get the special favors when needed.
c. Be thorough and quick. Typically a borrower that loses a house in this situation is desperate to get approved and there is a short window of opportunity where you will get extreme cooperation. You need to take advantage of that. Meet with them right away, have them bring all of their documents (they have them from their recent application anyway!) like paystubs, W-2s, etc. Get all of the facts from them about the reason for decline of the loan with the other mortgage company. Get as much information as you can as quickly as you can. Don’t assume anything – the loan was declined for a reason. Your job is to find out why and to see if there is another, legitimate way to make it work. You should be able to tell if there is hope of getting a loan approved early and then get to work!
d. Set correct expectations. With the new disclosure laws a 3 days turnaround just isn’t realistic. Frankly, getting a loan done in 8 days takes a mini-miracle so set the expectations upfront that this may take a while. Under promise and over perform. Please never, ever, ever say that something is ‘guranteed’ or ‘100%’ (ever, but especially in situations like this). Everyone’s stress level is super high in these situations so trying to calm nerves by over promising can often backfire and no one truly believes those guarantees anyway. I start with a 50/50 shot and move up to 99% slowly – I change my message delivery from ‘not sure’ to ‘optimistic’ to ‘extremely comfortable but we need to see what else the underwriter may call for’. People appreciate the honesty and you are doing much more for them in the long run.
e. Hone your communication skills. I often find that I am able to speak with the loan officer or processor at the company that declined the loan. They are usually upset initially and willing to help. That starts to diminish over a few days so get that assistance while you can. Get permission from the buyers to get copies of the loan package if you can. I always try to call the loan officer and, without blame or finger pointing I simply explain that I’m trying to help and I was hoping he/she could as well. I have been surprised at the cooperation once they realize I’m not calling to yell at them.
f. Be fair!!! I strive to provide the same rate and fee structure that a borrower has with their previous mortgage company. I know I am doing a lot more work and I could charge a premium for this type of effort but I feel that the borrowers are going through enough. If rates go up then there is nothing I can do but I strive to keep things as close to their original expectations as possible. Incidentally – this is a great bragging point to both Realtors in the transaction as they are very appreciative that it helps ease the transaction along.
g. Be honest, creative and honest!! When I try to put these loans together, I am never, ever trying to manipulate documents, white anything out or do ANYTHING inappropriate. I just know the guidelines and I work hard to figure out how to legitimately make a loan work. I’m often surprised that some loan officers give up so easily when a simple tweak could make the difference between their buyer getting a home or not. If it can’t work then it shouldn’t. If there is a way to help a borrower buy a home within the guidelines and law then they deserve to have that opportunity. I just work harder at doing the right things right!
These are not the easiest loans to get done but the rewards are significant. You make customers for life with the borrowers. You are truly helping people (remember when we all thought that was the most important part of our jobs?) a LOT of people. Hopefully this will help you build and strengthen Realtor relationships and meet new Agents for future business. I’ve even had Loan Officers call me for assistance because they had a loan declined and know that I can get these things done.
There is no doubt that the stress level in these situations is high. This process is not for the faint of heart. They take a lot more work than your average loan and they tax your staff. However, it is very rewarding to help people and that makes a lot of the stress melt away. Plus, I just view all of that work and stress as a marketing investment. You will never believe how supportive your Listing Agent partners become when you work that hard for their buyers and their income. Opportunity for more business!!
Jason has been in the mortgage business for over 10 years and is the Branch Manager for Innovative Mortgage Concepts, A Division of Academy Mortgage Corporation located in Harleysville, PA. He has established his loan origination business through his dedication to building and nurturing referral relationships and creating 'raving fans' of his customers.
His approach is to provide education and assistance to help borrowers make informed decisions about one of the biggest financial decisions they will ever make.
Jason can be reached at (215) 513-1332 or jklaskin (at) in-mortgage.com.
Last week I posted an article about the loss of productivity our office (and more specifically me) experienced after upgrading from Office 2003 to Office 2007 with a Microsoft Exchange Server. This post is to serve as the yin to that post’s yang.
There was in fact a pretty large learning curve associated with the upgrade, especially with Word and Excel. I feel I had become pretty darn efficient with both of these programs, and familiarizing myself with a new console proved to be kind of annoying. But I suppose some of that can simply be chalked up to simple resistance to change.
So last week I exposed a lot of the problems that can occur with an upgrade like this. Now I want to concentrate on the reasons to make such an upgrade. I can make the statement with no exaggeration that my email efficiency has at least doubled. I can check/send email from home, work, my mobile device, or any computer for that matter and all of my inboxes are in sync. If I send an email from my phone, MS Exchange adds that email to my sent items folder, so I no longer have to worry about what emails I have and have not responded to. I literally used to CC myself on all emails I sent from my phone just so I would have record of that sent email. This annoyance is no longer necessary. The same holds true for webmail (accessing email on the go via a web interface). This used to be just as clunky as phone email. Now with the MS Exchange internet interface I can access my email from any web browser with 90% of the functionality I have with my actual install of Outlook.
The annoyances of using the old webmail and the old cell phone email were so bad that it really kept me from doing any sort of actual work outside the office. I only responded to what I considered emergency emails. Now I am confident that I can be just as efficient in clearing out my inbox from the comfort of my own couch while my wife watches reality TV as I am sitting at my desk at work. And as a business owner that is huge for me. I have seen the light and honestly don’t think I could go back to ‘regular email’.
And the absolute best part is that since we are on an Exchange server now I can add my SPAM rules on the server level, not on the client level. In other words I can create rules that mark emails as SPAM before they even get downloaded to my inbox (and in turn synced with my phone). Another crutch I used to have with working on the go is that I got triple the amount of SPAM as I did regular email. So sorting through the SPAM to find the 1 or 2 actual emails on my phone was unbearable. I don’t think I have received a single piece of SPAM email to my phone since the change.
So for those business owners, branch managers, and IT guys out there; if you want to give a pretty solid boost to your employees in email efficiency I highly recommend giving MS Exchange a shot. You will get pushback up front, but they (like me) will see the light after only a few days of using it.
Shey, you are the man; thanks for making this happen!
David Orsini is Vice President of Top of Mind Networks and oversees the CRM division of the company. David specializes in building systems that help mortgage professionals maximize their relationships with their client base without having to lift a finger.
I say that as one that has routinely set goals and initially followed them but ended up short of the mark. I have spent time thinking about the “WHY” behind that thought. I have many times said, it’s not my fault, it’s out of my control, or someone else got in the way.
I hereby am throwing down the “BS” flag and saying I am in control. I am willing to commit real work, sweat and tears to my dreams and goals.
I am the one who will look back at age 80 and say I accomplished this in my life (or I wish I would have).
I have been through several planning sessions over the years including LTB’s BP events, Rene Rodriguez’s developing your WHY, Zig Ziglar’s goal setting and many others. I have even shed tears with several colleagues when looking at my why.
I NEVER went far enough and said these are NON-NEGOTIABLE period.
We all go to work but do we leave at the end of the day after tracking out success or making modifications to our actions for the next day?
Goals must be measurable and specific. They should be emotionally meaningful to YOU. Whatever they are, YOU must define them now.
I know I personally will commit to these being non-negotiable for the rest of my life.
Why?
Because my family, my friends,
and my committed profession are
too important to leave in the
hands of chance.
I believe everything happens for a reason, that reason gives us grounding, perception, character and the desire for change. I have been fortunate to have really good people in my life and I am committed to making a difference for those I care about and those that care about their own success.
If you are reading this, I am committed to YOU to make a difference if it is within my ability.
I expect you to care more about these than anyone else alive, but I will be equally demanding in my expectations to those I talk to.
What do YOU, yes YOU really want in these areas? This is not necessarily a full list be a good start.
Relationship: What are you willing to do for, with or to get the relationship you want? What would it look like if you did that for 365 days straight?
Family: What are you willing to do for the members of your family? What needs to be done, who needs your love and support, what does the older generation who might need assistance require and what does the next or younger generation need to learn and experience from you?
Income: What daily actions do you need to take to reach your stated goal? What daily tasks need to become non-negotiable? Calls, letters, emails, and personal meetings? What would that income do for your family? What would that income do for your mental health? What would that income do for your fellow officemates and support staff?
Business Practices: What do you need to systematize? What do you need to standardize and document? How would you teach/train your next staff member without this? What do you think are NON-NEGOTIABLES for your clients and business partners? What would your business look like if you implemented those for 365 days?
Industry Associations: What would it look like if you devoted some time and energy to your local, regional or national associations for the benefit of your industry?
Education: What books, tapes, videos or seminars will you attend to increase your knowledge and education? Do you realize how that changes and molds your character and behavior?
Focus: What would it look like if you took a positive outlook and approach every morning? Do you realize that you set the tone to your own day?
Savings/Investing: What are you doing for your own security? What would it look like if you actively worked a plan? If you are not, what do you need to do to change this?
Travel: Where do you want to visit this year, this quarter, this month? What would it be like if you could show your friends and family those places?
Mentors: Who do you need in your life to continue your journey? What communications and connections do you need to obtain those? What would it look like 365 days from now if you spent time with those mentors?
Community Service: Who in your community needs your help? What can you do to better your environment? What gifts do you have or talents can you share?
Health: Are you as healthy as you want? What would it look like if you took the next 365 days to live a healthier life? How many more years would that add to your life for your family? How would you feel next year if you looked back at 365 days of exercise and healthier eating?
I want BHAG’s from you…..
Big Hairy Audacious Goals
I do not expect you to know HOW it will be done yet, only that you are setting the goals and they are measurable. YOU must focus on these daily which will move you towards achievement.
If you were to say, I want to have these 3 people as mentors (whom ever they may be) then set the expectation and begin working towards those connections. Will they happen day one….of course not. But with consistent WORK towards that goal you sure to begin to create the communication chain that is required to meet them—undoubtedly.
If you were to say I want “X” income and that is 4 times my 2009 total will you have that day one? Of course not, it will take you 365 days until you know what your 2010 total is. It will take 365 days of blood, sweat, tears, pain, joy, success and excitement before you see your goal accomplished.
Let this be the year in which you to throw down the “BS” flag and take control. You can change the world you live in. You can obtain all that you want, need, require and dream of.
Grab a separate journal or tablet. Write down what you expect and have now said is NON-NEGOTIALBE for you moving forward. This must be written and makes a bigger impact if it is in your own hand writing. Certainly you can create a list via the computer, but when you have it done, I want you to write it out. Put it somewhere that you can read it daily. Nightstand, desk drawer, or??? I also would remove the first barrier and share that list with your mentor(s) and support systems.
But let this be a warning, if you are to truly say these items are now NON-NEGOTIABLE, you must also be willing to say, “I” have to change, grow, learn, dream, work, move towards those items. YOU may have to move through uncomfortable items. Whether public communication and speaking, phone calls you don’t’ like to make, personal visits that make you uncomfortable, studying, reading, planning, journaling, talking opening with mentors, etc… This is YOUR life and you chose how to play it.
You can do it, but YOU must do it.
I would normally say I wish you well on your journey, but in this case I say,
Derek is a mortgage professional with over 9 years experience of government lending, both on the mortgage broker and banker sides of the business. His passions are: helping first time homebuyers as well as those who may need credit counseling. He resides in Yuma, AZ with wife Sheri and three wonderful sons.
Mark works as Communications Director for a Las Vegas Mortgage Company, which basically means he spends all day playing on Mortgage Blogs writing content, networking and reading about the market.
Image by http://www.prestonlee.com/archives/67 via CrunchBase
As old school as it might sound, there are few things more important to an Internet marketer than a good email list. Email is still a powerful way into consumers’ wallets.
What makes email marketing so important and how do you build the list?
The Importance of Email Marketing
The first step to success with email marketing is to understand that it’s important.
The simple fact is that the majority of Americans are in their email the majority of the day. It’s as essential as the phone in the business world and as common as the TV in the home. So, if you want to talk to consumers there is no surer place to find them than by email.
Add to this the fact that you are likely to get there attention, even if for a fraction of a second as they scan their inbox. Try to get that guarantee from TV, magazine, billboard, or other advertising medium. You can’t even get that assurance from website advertising.
What’s more, that bit of attention is guaranteed to be exclusive–just you and the customer.
How to Build an Email List
The first step is to drive acceptance. This means you need people (preferably prospects) to opt-in to your email marketing. There are a variety of ways, but here are a couple that work consistently.
• Prominently display an option for email updates on your website or blog
Include a link to sign up for your email newsletter in your email signature
Use Twitter to pitch signing up for emails. Don’t forget an incentive (special content)
Buy aged Internet leads and have your initial contact encourage them to sign-up
At every turn in your marketing plan, in every contact with customers, and on each follow-up ask for their permission to receive emails from you.
In the (paraphrased) words of Seth Godin, once you have their permission to market to them you, you need only to find something to sell them.
Troy Wilson brings an extensive knowledge base in Internet Lead Generation to the Top of Mind Blog As the owner of Next Wave Marketing Strategies, Troy works with lending professionals on integrating "aged leads" into their customer acquisition model. He currently resides in Austin TX with his wife Kelly and is the proud father of 2 boys.
Over the Thanksgiving holiday week our entire office upgraded from Outlook 2003 to Outlook 2007, and also upgraded from ‘normal email’ to a MS Exchange server. This transition, like many, had its hiccups. First and foremost spell check no longer worked for me. And when you are as horindus a spellar as I am, spell check is an absolute must. It turns out since I was on Word 2003 that spell check feature no longer worked for Outlook. So I had to upgrade to Office 2007 as well just to get that feature working again. And when you do as much work as I do in both Word and Excel, this upgrade came with a huge loss in productivity as none of my menu commands are in the same places they used to be. Plus our entire sales force lost access to our ACT database. Fortunately this is a short term problem since we are launching our own killer Contact Management System in January.
The color-coded follow-up flags in Outlook also no longer exist. There is a new concept of categories that I had to get used to in order to arrange my inbox by type of follow-up action item I had. And if that was not enough, I now also had duplicate contacts and a duplicate calendar. And when I first booted up my machine I had about 27 Outlook reminders going off… some of which were from months ago.
I am a huge technology geek and typically love having the latest and greatest gadgets. But when messing with your ‘day to day’ stuff, it is important from a planning perspective for all offices to be cognizant of the very sizable learning curve and loss of productivity you may receive from your employees in the short term. On the surface it may make sense to make a change like this during a holiday week; but my devil’s advocate theory to that is that when your employees return to the office after being gone for 6 days, they kind of need to play a little catch up anyway. So maybe large scale upgrades like this are better suited for midnight Thursday night on a normal week, that way everyone at the office has had the week to prepare for the change and make sure they are caught up with their current workloads.
David Orsini is Vice President of Top of Mind Networks and oversees the CRM division of the company. David specializes in building systems that help mortgage professionals maximize their relationships with their client base without having to lift a finger.
I love this video by David Kuiper, one of the many killer speakers you’ll see at Mortgage Revolution. Short, sweet, and to the point. Have a great weekend.
Mark is President of Top of Mind Networks, specializing in turn-key CRM solutions for mortgage professionals. He lives in Atlanta, Georgia with his wife Abby and daughter Amanda. Life is great.
Truth be told, for years I felt I had a pretty darn good understanding of effective marketing practices and CRM. However, over the last eight months Mark Green has put me back into the student seat and has schooled me in the finer points of marketing. Quite frankly, I and 99% of the people in the mortgage industry are “old school” and Mark is an illustration of what the future of marketing excellence holds.
While Mark believes in technology, marketing frameworks and all the other forms of traditional marketing the gurus teach us, he also believes they only represent the tools enlightened marketers utilize to give freely of themselves. Further, he believes:
Giving first creates professional and personal dignity
Giving opens up people to real meaningful and trusting relationships
Giving can miraculously change both your professional and personal life
Giving works at personal level and radiates positively outward in attracting the people and clients that are a best fit
Only givers get
Only givers reach and maintain a truly fulfilled, powerful, positive, fruitful and deeply meaningful professional career
Mark goes out of his way to introduce people whom he feels should know each other professionally, Best of all, he expects NOTHING in return. For example, yesterday, Mark introduced Mary Eyler and me, because he knew Mary was looking for a service I provided and also thought our professional standards aligned.
Long story short, Mark was Yoda and I was Young Skywalker.
BTW – After twenty plus years in the mortgage industry, I can tell the difference between a poser and the real deal and Mary Eyler is the real deal!
Cicerone - cic•e•ro•ni (-nē) - A guide or person eloquent in sharing knowledge and inspiring impactful action.
After twenty-two years and most recently as National Vice President at Wells Fargo; Tony provides rare but powerful evidence it is actually possible for an individual to audaciously jump off the lucrative corporate treadmill to pursue his professional passion...pioneering the development of truly effective, scalable and leading-edge enterprise knowledge transfer solutions specifically addressing the needs of the mortgage industry.
That is why he joined Mortgage U, the nations premier consulting and training solutions company for the mortgage industry.
Mary’s True Confessions: Remember when M.C. Hammer sang: “You Can’t Touch This”?…..was he talking about “Freddie Mac backed upside down mortgages”???
Let’s travel back in time (no, not to the 80’s and working our parachute pants) to Spring of 2009. There was a waft of new optimism in the air when Fannie Mae’s DU Refi Plus arrived (sound familiar? if not, check out my last blog!).
Despite the onset of HVCC and sharp decline in home values, Fannie’s new program immediately allowed brokers the opportunity to streamline refinance Fannie Mae owned mortgages, regardless of which lender owned the borrowers current mortgage, to a new lender of the broker’s choice. Within a few weeks I noticed that many brokers had rediscovered that portion of their database that they had long ago given up on…..you know, that part of your database that you never thought you would be able to refinance again??? It was the black hole portion of your database. The chasm filled with those purchase deals you did during the height of the real estate market. That portion of 80/20 loans or perhaps the guy you helped get a large 2nd mortgageon his property shortly after the purchase of his new home and prior to the needle bursting the housing balloon.
Well, Wahh-Lah! DU-Refi Plus was your new government program designed to help off-set the crappy earlier government regulation. So more than likely over the past serveral months, you have turned and burned and closed alot of deals. Most brokers considered it a mini refi-boom-if you can believe that! But, the excitement and earnings kept them from noticing the numerous deals that did not qualify for DU Refi-Plus. So, up until now, MC Hammer was right. You couldn’t touch Freddie Mac backed mortgages in upside down scenarios.
Well Hammer, “times have changed”! Now, Freddie is out with their streamline program and it rivals Fannie’s DU Refi Plus. Before now, those upside down mortgages backed by Freddie but owned by lenders that no longer have wholesale departments (such as Chase, Citi, GMAC or IndyMac) were not able to refinance to a new lender. Now those tasty little nuts that have been hiding inside your database are ready to be cooked over an open fire this Christmas. So, get with the program and review these Freddie Relief highlights:
max LTV is 105%
CLTV is UNLIMITED!! This should help that customer above with the enormous 2nd mortgage!
Debt ratios up to 60%
minimum credit score is 620
A.E. Lowdown: Lia Webster of Plaza Home Mortgage, Inc. comments_”My office just started doing these and they are a huge hit! One little helpful tidbit, the subject property can also be recently listed. It needs to be off the market prior to application date but it can be as little as 1 day off!” That is huge!!
If you have any other questions or need direction on where to go to take advantage of this program, give me a shout. Quick Close Processing loves to help you close more loans!
Got any successs stories, processing tips or questions?? Send them my way, I would love to share with our readers!
Mary is the owner of Quick Close Processing based in Atlanta, GA. She specializes in FHA, VA and Government loans, and is quick to share her knowledge with her counterparts in the industry. Mary is married to hubby Bart and is expecting her third child in August.
Always implement a 90 day probationary period to: measure performance and production, determine “right fit” for your team/organization and to establish clear expectations and correct work-flow habits.
Keep an employee journal to mark performance needs and issues, as well as, customer kudos & other wins. If you’re fairly new to the management gig, know that your Human Resources Director/Manager will require documentation before you can A. let someone go, even if they aren’t hitting their numbers as a loan originator or B. increase commissions, salary or bonuses. Documentation is KING!
Conduct performance reviews with your entire team, not just your processors and assistants, but with your Loan Originators, too. Have them set goals and revisit these goals with them on a monthly basis. Avoid taking on the burden of their ability or inability to sell. Share ideas, best practices, bring in top sales speakers, mentors, coaches, etc., but in the end, the old saying remains true..”You can lead a horse to water…”
Communicate expectations and set clear boundaries. It’s not good enough to simply have a talk with your Loan officer or Processor. You must ensure that they understand what is being asked of them. You must be explicit with what needs to change, improve, etc. State deadlines for those improvements and follow-up to check on progress. Immediately after the meeting with your employee, always follow up with an email restating your expectations and agreements.
Stop giving away all of your attention and energy to the “resistors.” Remember the 20/50/30 rule. 20% of the people are “change-friendly.” You can depend on them to help drive change. 50% are your fence-sitters. They remain neutral. They are not hostile to change, but they aren’t necessarily helping like they should. 30% are the resistors. They are antagonistic toward change and often do everything to derail your efforts. Who do you think is your loudest squeaky wheel? DON’T give ‘em the grease. This will only exacerbate their behavior and the problems. Look to win over the 50%, but give your greatest attention, kudos and support to the 20%.
Over communicate, especially in the wake of organizational or systems changes.
Know when to let go. If you have a team member who is not meeting your company’s expectations and standards or who may be resisting change, behaving in an insubordinate manner and/or generally has a poor attitude, these things don’t mean that the person is “bad.” It simply means they are unhappy and are likely in desperate need of change for their own sake. You’re not helping them or you by letting them slide by. Know that by releasing them, you will be giving them the opportunity to find a place where they CAN be the star that they really wish and hope to be.
Make sure that your praise is fitting to the personality of your employee. Don’t drag an introvert, perhaps you processor, into a conference room full of people and extol their virtues. They are more likely to appreciate a lunch one on one with you or a sincere 10min conversation in your office.
Remember that all eyes are on YOU. Do not share your personal issues. Do not drag your bad temper from this morning’s spat with your spouse into work with you. Do not blame Corporate for all of your team’s problems. Do not compare one employee to another, EVER.
Be a constant source of hope for your team. As a Leader it is your duty to always keep the light on the path to hope, shining. The real truth is that even in the face of dilemmas, roadblocks, chaos, controversies, and challenges, your employees will look for “hope.” If they can’t find it in you, they will inevitably search for a new Leader.
Victoria is Founder of I Can Coaching Company and I CAN Plan. She is a full-time Business Coach, working exclusively with Mortgage and Real Estate professionals, helping them to define and implement winning, business-growth strategies, systems, and habits.
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