Do you have loan officers on your team that you were sure were going to knock it out of the park, but instead do a whole lotta bunting? Do you scratch your head because outwardly they exhibit the right attitude, confidence, knowledge and willingness to take action but their pipelines reflect something else?
Before you get too frustrated and head over to H.R. to discuss an exit strategy for these folks, put on your Coach hat instead and form a Power Production & Accountability Group!
Here’s an example of how to immediately kick-start a successful Power Production & Accountability Group:
- Invite your select loan officers-Send out a recurring meeting invite to meet twice a month for a period of 6 months. Express in your email invite that you feel they are on the cusp of greatness and you want to help push them over that edge and unearth solutions for what may be holding them back from hitting their goals.
- Communicate expectations- Each loan officer who agrees to participate in the Power Production & Accountability Group will NOT focus on excuses, frustrations & complaints, but rather they will focus on solutions, accountability, sharing, possibility and opportunity.
- Ask for commitment-Agree to become a part of this group ONLY if you can commit to the meetings, leave your frustrations/excuses at the door and be open and willing to exchange ideas and try something new.
- Share your agenda-The agenda should include, but does not have to be limited to the following: brainstorming networking strategies, sales strategies, building referral relationships and marketing ideas, follow-up strategies & scripts, hands-on training for tools & technology, time management best practices and organizational tips, product & industry knowledge.
Important tips to ensure the success of your Power Production & Accountability Group:
- Everyone shares, everyone participates, including YOU.
- Prepare and send out your agenda 2 days prior to each meeting.
- Select a “scribe,” someone who is willing to capture all of the ideas shared and send them out to the group via email immediately after the meeting.
- ALWAYS have the participants state a goal out loud that they’d like to achieve prior to the next meeting.
- Encourage the group to encourage each other in between meetings.
- Keep the meeting to a max of 90 minutes!
- If your participants are remote, make sure to utilize a tool, like www.gotomeeting.com.