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Lead Your Mortgage Sales Team to Greater Success

Justin Restaino
Mar 05, 2015

Over and over again, we hear about the importance of great leadership. But what does this mean exactly?  It seems that successful leadership is often difficult to characterize. However, more often than not, one key trait that great leaders have is the ability to engage effectively with their team members. If you’re a team leader who would like to improve in this regard, try the following:

1. Regularly communicate
Make an effort to touch base with every member of your team on a regular basis. In doing so, you’ll be able to nip problems in the bud quickly, foster stronger relationships, and keep your team members aligned with your strategic goals.

2. Offer feedback
While feedback in an annual performance review is useful, don’t make the end of the year the only time you discuss performance issues with your team. For example, if someone surpasses his or her sales goals, acknowledge their success. Likewise, if you have a team member who could have handled a sale better, provide them with constructive criticism. By providing regular feedback, you’ll coach your team to greater victories. Also, you’ll be able to prevent the fallout that typically occurs when a weakness is addressed for the first time in an annual review.

3. Foster camaraderie
Avoid creating a competitive, cutthroat environment. While you want the people working for you to be highly motivated, you don’t want to create unpleasant working conditions that lead team members to undermine each other. Instead, focus on achieving a common vision through supportive behavior.

4. Value all of your team members
Not only do you want to value your top performers, but you also want to recognize the contributions of newcomers and administrative staff—these people have much to contribute to the organization. And when they feel appreciated, they’re far more likely to try to help you achieve your strategic vision.

When you’re trying to lead your team to higher sales, it’s important to effectively engage with your team members by communicating often, providing valuable feedback, fostering a supportive environment, and appreciating others. In doing so, your mortgage sales team will unite around its goals and experience even greater success.

K. Justin Restaino is vice president of Titan List & Mailing Services Inc. For more than 15 years, he has led Titan’s Mortgage Division, helping lenders of all capacities grow their businesses utilizing targeted direct mail. With a specialized focus in refinance and purchase markets, Restaino has the insight for proper data and mail application for success. He may be reached by phone at (800) 544-8060, ext. 204 or e-mail [email protected].

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