The mortgage industry is plagued with rampant turnover, especially on the sales side of the industry. While there are many causes for this condition, I have found that a pretty consistent violation of a basic premise of management and leadership contributes significantly to this turnover. Simply put, it is the lack of specific definition of the responsibilities of the “job.” This dearth of vital communication is essential for successful leadership, yet we rarely see it practiced the way it should be.
When the loan officer’s expectations do not meet the expectations of the manager and/or the company, it is no wonder that a disconnect occurs which many times puts us on a different page from those who work for us. From there it can escalate into mistrust and more. How do we rectify this situation? Here are a few guidelines: