It’s Time to Move the Middle

By XINNIX | August 1, 2022 | Management

Leaders, you have an incredible opportunity to grow your business, and it is sitting in your office right now. Did you know that two-thirds of your company’s workforce is up for grabs? Studies show that a highly engaged employee is a top producing employee. However, 76% of employees are only partially engaged with their organization. These are the middle performers, the ones who are in danger of becoming completely unengaged or leaving the company. They are waiting for a leader to step in and help them move to the next level of success. So how are you going to get them to fully engage with your organization?

Employees reach maximum engagement when their company empowers them to become better performers and increase their production. Developing this middle tier of professionals is one of the most powerful investments you can make in the overall success of your organization. These are people you already know. They’re already a cultural fit. You’ve seen their commitment to the industry. Now, it’s time to take them to the next level. It’s time to move the middle.

In this month’s blog series, we’re going to be talking about the 4 pillars for elevating mid-level producers to top producers: training, accountability, coaching, and long-term milestones. Today, let’s talk about training.

Many leaders are afraid that they won’t receive enough of a return on their investment to warrant the cost of training. They assume training means teaching a few basic practices that most loan officers already know. That’s why leaders should only invest in education that is going to give LO’s actionable items they can quickly implement to improve their business. Great mortgage training will give originators specific strategies for how to do the following:

  • Execute effective sales calls
  • Create a powerful business plan
  • Build long-term relationships with key referral sources
  • Market effectively
  • Take perfect applications
  • Maintain and retain their database
  • Leverage their current success for future business

Obviously, there are many more examples of areas that training should cover, but the point is that by investing in a powerful sales development program, leaders empower their loan officers with the knowledge they need to move the needle forward on production.