This is the third of a three-part series. In past issues, we covered the difficulties presented finding the time and techniques required to training and coach loan officers. We also added coaching techniques such as role playing and scripts. Now we will add additional tools that you might use in order to facilitate your efforts in this regard.
As a manager, you cannot be everywhere at once. At the same time, most sales personnel will tend to become stale in their approach if they go out and attempt to accomplish the same task over and over again. We can assist the implementation of sales monitoring and effectiveness by teaming a senior originator with a rookie (or a few rookies) and making the senior originator a team leader.
Going further, a buddy system would pair all our sales personnel so that they present joint goals, effect joint calls and work on larger projects together. Perhaps they might also spot review each other’s loan applications.
Nothing instills enthusiasm greater than joint energy. A monitoring visit by the boss does not instill energy nor does it produce genuine behavior. Have the buddies give joint reports at the sales meetings.
Originators can also buddy up and call with vendors who are also calling upon their targets. For example, the marketing arm of a title company also calls on real estate professionals. Why not accomplish this task together? Buddies may also cover for each other when vacations and other absences occur.
One can always accomplish more as part as a team rather than as an individual. And most of all — this technique helps instill a team spirit!