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Mortgage Saving Without Refinancing

The Loan Officers I hired Are Struggling PDF Print E-mail
Ask the Expert - Dave Hershman
Wednesday, 19 September 2007 00:00

Q: Dave, you have spoken about marketing strategies for a slower mortgage market. How must a manager make adjustments in this type of environment? The loan officers I hired a few years ago seem to be struggling now…

Owner of a Brokerage Shop

A: When you are in the middle of a refinance boom, a loan officer can literally go outside with a net and bring in loans. Similarly, a manager can hire “bodies” that will bring in production. However, neither
results in a viable long-term business strategy. In a more realistic production environment a manager must hire candidates that are better equipped for a long-term strategy. Actually, I believe that managers should avoid the “live body” hiring strategy to put together a profitable operation in every environment.

The next question is—how do you find better candidates, especially when competition for better loan officers will be fiercer? The answer? The same way you bring in more loans when more mortgage companies are chasing after prospects.

The answer for the producer was a focus upon the sphere of influence rather than general advertising. General advertising for loan officers is also not a good idea. Those who answer these ads are those who are looking for jobs. The better loan officers have people chasing after them. In other words, by limiting your pool to those who are “looking” you are actually adversely affecting your probability of finding good candidates.

Of course, this advice is all well and good. You also have to know how to attract good candidates. This will be a major topic addressed in our 2006 Mortgage Management Conference. Visit for more information. If you would like a free copy of my article—Managing in the Mortgage Maze—email me at This e-mail address is being protected from spambots. You need JavaScript enabled to view it .


Ask The Expert is an exclusive feature of Origination Update. If you have a question on finance, sales, marketing or leadership you would like to ask—email me at This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Dave Hershman is the leading author for the mortgage industry with eight books and several hundred articles to his credit. He is also head of OriginationPro Mortgage School, the most advanced comprehensive curriculum in the industry, and is a top industry speaker. For more articles by Dave, free marketing materials and a schedule of classes, visit

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