Rates are up. While loan officers who were totally focused upon refinances get out on the street for the first time in years, managers will be contemplating recruiting more loan officers, so that they can keep up the same company or branch volume in what may be a lower volume year. Those managers will hire recruiters, cold call and/or advertise to bring in loan officer candidates. And for 30 years, I have been counseling that there is a better way. But if you don’t believe me, then read this excerpt:
Per a 2016 Loan Officer Recruitment and Retention Study of high-producing loan officers by Floify LLC, 43% found their employers through a colleague who referred them to the company. A quarter of the originators were recruited by their new employers, while 15 percent worked for a company that was involved in a merger. Only 8% reached out to the new employer on their own initiative.
The way I have read the study, which was released as a white paper, is that only 25% of loan officers are recruited by the methods that most turn to when looking to expand their staffs.
What is the better way? What I teach loan officers and managers is to open their eyes so that they will see the many opportunities around them. And these opportunities are going to be a part of their sphere. Where in their sphere? Well, the study gives a great lead in that regard.