alone were only slightly more helpful as a predictor of future job performance than looking at just a resume alone.” Unquestionably, it is what is hidden — below the surface — that matters most. Having access to and being able to measure attributes like handling rejection, persistence, drive, and 75 other innate characteristics have an unmatched track record of quadrupling an organization’s hiring success rate. The truth is that 80 percent of the hiring decision must be based on the advanced analytics and rich insights from a comprehensive, three-dimensional assessment. The
remaining 20 percent is based on the alignment of the candidate to your values, if they fit your culture, and how well they perform in the interview. If you are looking to hire Loan Partners, Loan Processors, Freedom Callers, or any other position, you now have access to a powerful, time-tested, “Done-For-You” solution to eliminate your costly, frustrating guesswork and replace it with the certainty of a proven science. To learn more, contact John Pyke at 336-210-0327 or www.thetalentgenius.com.
ASK YOURSELF WHAT’S BEST NOW DON’T FOCUS ON THE NEW OR NEXT
I’ve often been asked, “What’s the newest widget, gizmo, or tool that people can use in their mortgage business to increase the amount of activity at their company?” While I think there is without question a place for great tools, I’ll tell you that two of the most dangerous words in any business are “new” and “next.” When you started your mortgage business, you got your first, say, five loans a month, and you thought, “Hey! I made it!” Our brains like to tell us we’re the smartest person in the world and we can do anything at this point —which is true. I fully believe that you can do anything you set your mind to, but here’s the thing: We’re hardwired to be creative.While creativity is a great tool to have in your toolbox, too much can actually be a bit of a problem, because when you’re smart and creative like you folks are, you start getting a lot of new side projects. Each project you start is like a spinning plate, and the more plates you get, the more anxiety and stress you’re going to feel. When this happens, it’s more likely that they’ll come crashing down because you can’t keep them all spinning at the same speed. I always tell people that it shouldn’t be all about what’s new or next; the question you should be asking is, “What’s best?” One question I always ask loan officers is, “How did you bring in your last 10 loans?” I don’t care whether you’re closing 30 loans a month or one loan every other month —what really matters is what you did to bring in your most current loans. Whether it took you a week or a year to accomplish it, what’s important is how you did it. Some people will say that it was closing on time or going to closing right away, which are great activities, but you have to go further upstream. Ask yourself, “What did I do to bring that loan in for it to close on time? What did I do for that loan to be
able to go to closing?” You have to think back to the original activity that brought in those 10 loans. It might be meeting with real estate agents, delivering a call to action, teaching a class, or social marketing, but no matter what it is, the key is to identify it and do more of it, eliminating any obstacles that are in your way. Once you’ve identified these activities, I want you to evaluate them using four steps. The first is to write down the methods that you used to bring in the loans. Secondly, use a rating system of 1–10 to rank the strategies that energized you the most — 1 being the most draining and 10 representing what you felt most passionate about. The third step uses the same 1–10 scale, only this time measure each to see how sustainable it is and whether you can keep it going on a continuing basis. The last part is to measure how easy the activities are, again on a scale of 1–10. Keep in mind that while you’re rating these, they should be based on your approach and no one else’s. Whichever method gets the highest grade is the one you want to be doing. Instead of focusing your attention on what’s new or next on the strategy side, find out what things you’re doing that are already working for you, and do more of them. You’ll find yourself feeling more energized while enjoying techniques that are sustainable and don’t cause you any additional stress. That, my friends, is the secret to great success in the business. Turn that smart brain of yours off sometimes, and instead of trying to think of new ways to improve your business, let’s do more of what’s already working.
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