= == Using New Ways to Build Your Branch I AM MANAGER!

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Using New Ways to Build Your Branch

I AM MANAGER!

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The Typical Managers Day

You focus on your personal production because, well, without it you'd starve and the branch would go under...

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So... you joyfully work with your underwriters to get your personal production loans approved...

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You patiently listen to the elaborate excuses your LO's make as to why they’re not getting any business....

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You get to listen to Realtors politely tell you that even though their contract asked for a pest report, they don't feel that it's really necessary. So any hold up on funding is your company’s fault and therefore clearly you should have to pay for any per diem penalties that may incur - Duh!

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Oh and by the way.... You don't have a receptionist today because

she got in a fight with her boyfriend last night at Jenny's party because he we totally flirting with Alicia!! So

there's just no way she can possibly make it to work..

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And of course there's those two new LO's that keep asking you the same dang questions over and over again because they're so.........

New.

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So by the end of the day you resemble something like this!

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It's SO AWESOME!

That's What You Signed Up For!

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Aren't we forgetting something?

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Yeah we are.

A little something called:

Recruiting.

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Growth is a primary focus of every company or organization.

Agreed?

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Envoy Loves Growth - That's Why We're All Here.

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Let's Focus a Little on Recruiting

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Finding Potential Recruits

Get on the phone and talk to people that work with local loan officers every day and ask them who they think is getting the job done!

RealtorsEscrow OfficersTitle RepsWholesale RepsAppraisersPest InspectorsHome InspectorsRoofersAssociation LeadersChamber of Commerce

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Google for them.

Loan Officer Houston, TX.Mortgage Consultant Galt, CA.Mortgage Planner Las Vegas, NV.

Oh by the way... If they're in Google, they're at least putting some kind of effort into marketing themselves which is a good sign.

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Hit Company Websites! You can gather all kinds of information on potential recruits there!

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Go to Chamber Mixers and gather cards. If there are no LO's, ask other business owners who did their loan and BANG! Now you've got a mutual friend!

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Join your local associations and attend their meetings!

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Friend them on Facebook – The'll accept.

Follow them on Twitter – They'll follow you back.

Join them on LinkedIn – They're looking for business too.

Put the in your email list – Because everybody loves a little spam.

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Making Preparations

Prepare to Win, or Lose to Someone who is.... ~Jeffrey Gitomer

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Making Preparations

Get a presentation together!

Keep it short! Maybe 10 minutes to leave room for questions.

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Making Preparations

Remember – They don't care about your company and how great it is. They don't care about you and how awesome you are.

They only care about themselves. You need to show

them how awesome they'll be as a result of being connected

to your company.

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Making Preparations

You need to show them how your company will allow them to get paid easier and faster.

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Making Preparations

Create your presentation in Powerpoint, but then print it. This way you're very mobile and can meet anywhere, and when you're done, leave the presentation with them to take home and reference later.

….Oh and, be sure that your contact information is on the presentation – Duh....

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Make Direct Contact!

Here's your script:

“Hey __________ the word on the street is that you're a great loan originator and we're always looking for people like that. I'm sure you're happy where you are, but I'd like to meet with you sometime for about 10 minutes to show you what we've got going on over here, so if things every change you know what your options are.”

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This also works in message form!

“Hey __________ the word on the street is that you're a great loan originator and we're always looking for people like that. I'm sure you're happy where you are, but I'd like to meet with you sometime for about 10 minutes to show you what we've got going on over here, so if things every change you know what your options are.”

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Twitter is different. You only get 140 characters. Go direct first by using the @ symbol and the recipients twitter name.

@texasloanguy My Company hears great stuff about you! They really want to talk to you! Meet sometime? 10 mins?

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Use the “Live Chat” on Facebook! Start a conversation and go for an appointment!

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Make Passive Contact!

Post something like this a couple times a week:

My processing team is so awesome! Closed another deal way ahead of time! Don't know what I'd do without them! Hey we're hiring LO's over hear so if you know of someone looking, get a hold of me! Thanks!

Another deal delayed due to a mistake by an asset manager on a foreclosure.... Ugh! Thank goodness my lock department saved the day again! They rock! We've got openings for LO's right now... call me!!

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Make Passive Contact!

Tweet something like this a couple times a week:

My processing team closed another way ahead of time! LO's! If you're looking – We're hiring!

My lock desk saved the day again on a delay! They are awesome! LO's! Come check us out!

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Make Passive Contact!Make a quick video blog post about something relevant and interesting:

Hey everyone, just a quick note here... Bank of America is no longer doing cash out on Government loans! We still are! So if you need help or if someone you know does, give me a call. Oh and by the way, we've got positions open for experienced loan officers, so again, give me a call if you know someone! Thanks!

Then post the link to your blog post on your social sites & email it to your list!

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FOLLOW UP FOLLOW UP FOLLOW UP!

How often do you follow up?

Well, everyone you connect with is different, so, whatever feels right. But DO follow up!

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Welcome to the Recruiting Cycle!

Find PeopleMake Contact

Follow Up

Repeat

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Buy and READ These Books!

Documents

= == Using New Ways to Build Your Branch I AM MANAGER!