Monthly Archives: June 2020

Being an A+ Producer Doesn’t Automatically Equal Being an A+ Manager

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Ok, for all you thick-skinned producing mortgage managers struggling to juggle it all and feeling like you’re the only one who can’t seem to handle the distractioncompeting work load in front of you, such as:

  • Originating loans
  • Recruiting
  • Managing
  • Networking
  • Marketing
  • Trouble shooting
  • Training
  • Corporate meetings
  • Sales meetings
  • PNLs, Expense Reports, Tracking overhead and all other Corporate-related documentation, surveys and reports you are required to submit…


Reality is that when you opted to have your cake and eat it too, you knowingly or unknowingly accepted the fact that being an A+ Sales Professional and an A+ Manager at the same time, would be a near impossible feat to achieve.

Now of course everyone’s definition of what it means to be A+ at something is going to vary and at the end of the day what really matters is that you go home from work feeling accomplished, satisfied with your efforts, up for tackling tomorrow’s challenges and fully expecting victories.

But what do you do if you don’t feel that way much of the time and after some introspection and a thorough review of your business numbers you find that you’re not setting the world on fire in your origination and your team seems to be sucking wind, too?

First, read through the following most common mistakes of struggling, producing mortgage managers and jot down everything that you can honestly admit that you are guilty of and willing to change.

Next, set a goal to focus on 3 of the items for the remainder of the year and certainly feel free to reach out to me for a complimentary session as the solutions to each of these issues are abundant and I’m happy to share my insights on what would work best for YOU and your particular set of circumstances.

Top 3 Most Common Mistakes of Struggling, Producing Mortgage Managers:

  1. Poor hiring practices: Does not cast a big enough net to locate candidates-Lacks a standard interviewing process-Does little to no background investigation of ability to produce/sell-Hires based on personality vs. sales abilities-Hires friends/family members- Hiring out of desperation to fill seats, rather than waiting for the, “right” team players to fill roles.
  2. Poor management style: Acts as a crutch, a motherly/fatherly figure rather than empowering team players and teaching them how to find their own solutions-No set on-boarding & training schedule for new hires-No set scheduled time for employee concerns, questions, suggestions, loan challenges, etc.-Brings personal issues/shares personal issues at work-Leans towards wanting to be liked more than wanting to lead- Blames Corporate for challenges-Passes the buck-No accountability measures-No formal progress reviews-Does not walk their talk-No communication regarding goals & vision, expectations & boundaries.
  3. Poor planning/poor time-management: Does not engage in daily planning-Does not review and reset goals on a weekly basis-Does not review business numbers consistently-Lacks a Business Plan-Lacks a proper project management system-Does not fully utilize/embrace tools & technology-Does not properly delegate-No set work hours-Allows too many personal/family interruptions.