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Randy DeMille - Doctor/Nurse, How to effectively create job segmentation.

By Randy DeMille

Mortgage and Lending with Atlantic Bay Mortgage Group

November 04, 2012 08:42 AM

Randy DeMille – Doctor/Nurse, How to effectively create job segmentation.

R.Randy DeMille, NMLS#112145

Atlantic Bay Mortgage

(757) 222-4904

randydemille@atlanticbay.com

www.atlanticbay.com/randydemille

Top Three Jobs as a sales person:

1. Meet with clients.

2. Meet with referring partners.

3. Manage the business.

It is your job to be the lead generator, communicator, take loan applications/go on listing appointments, close for the sale.

Top Three Jobs as a manager:

Delegate, empower, hold accountability, hire & fire.

There are big differences between sales person and manager jobs, which brings a disconnect if you try to do it all yourself.

Rules:

System- It must be in writing and it has to happen at least 80% of the time.

It’s a good idea to delegate something to someone else if they can perform that task 80% of how well you can do it.

Make a list of what you are currently doing that you can delegate:

Handle new leads.

You can delegate almost everything except building rapport with your relationships.

When it’s time to hire:

When you close twenty deals in the last three months (as a lender).

(Hire your second person after thirty deals in three months).

Or three a month consistently for at least three months (as a realtor).

(Hire your second after six per month for at least three months).

You first hire an LP2 (Loan Partner 2) or RP2 (Realtor Partner 2).

Qualifications: Minimum of five years’ experience, and a minimum of 650 credit score.

Qualifications for RP1: Work experience, organization, administrative strengths, great phone skills, computer experience, and ultimately a person who has your weaknesses.

Job Contract (job description):

Purpose and responsibilities

Attend daily team meetings

Take loan applications

Gets information over the phone for prequalification

Solve closing issues without involving the loan officer

Set up files using the checklist

Reviews all closing statements and compares them to the initial Closing Cost Estimate

Attend all Tuesday loan reviews

Continue to assume responsibilities & help the team grow

Obtain four current client referrals per month

Close at least six loans per year from friends & family

Turn in a weekly report

Compensation: $2,500 - $3,000 base.

Contract to also discuss leaving the company, reasons for termination (give them expectations).

The Six Major Items that must be mastered:

1. Presentation

2. How to quote & lock a loan.

3. How to complete a great loan application.

4. Obtaining referrals from current clients.

5. Detailed pipeline management.

6. Building relationships with referral sources.

Do not pay a bonus to a non-quoting LP until they close at least twelve loans as a team, and then $100 per file after that.

For an RP2:

Two listings per month.

Attends team meetings.

For an RP1:

Administrative duties.

Taking care of the listing & sale paperwork.

Have this person also take over your schedule.

Realtor: For an RP1, put on a 30-day trial at $10/hour, and then pays $2,500 - $3,000 per month.

Randy DeMille, Atlantic Bay Mortgage, 757-222-4904

Two items during an interview:

1. Tell me about your family.

2. Do a personality test, actually more of a “Quick skills test.” There are no right or wrong answers, and if you can’t decide, answer how whoever knows you best would answer.

1. Are you more specific or general?

2. Controlled gestures or touch others?

3. More serious or playful?

4. More precise or approximate?

5. Cautious or impulsive?

There are four quadrants: Investigator, Facilitator, Director, and Promoter:

* Hire the opposite of what you are (except you cannot hire a Promoter).

Team Meetings (start at the same time every day):

Sample realtor team meeting:

Talk about their weekend/day first.

Go over their schedule for the day.

Discuss any listings that need to be entered.

And once a week, do an hour meeting to include some training.

Sample lender team meeting:

Talk about their weekend/day first.

Review assignments from the prior day (from Team Log).

Go over new assignments for new day (Rated A, B, C priorities).

Time for training, and end with some motivation and encouragement.

Randy DeMille, Atlantic Bay Mortgage, 757-222-4904

If you’re making big changes to your business and team structure all at once, such as implementing new roles & tasks for everyone, talk to the team and ask about them first (what their goals/thoughts are, where they see themselves going, etc.), and then discuss the new changes that have to take place.

For a Realtor:

“I’m excited to be working together. We’re ready for you to come in for your tour, and you’re coming in to town on Tuesday, is that right? Great, well I want you to know that I will meet with my assistant who helps me with my real estate transactions, and she is fantastic. She has been out in the area that you’re looking in, and she’s out there all the time. She knows what’s on the market, she knows what’s coming on the market, and we’re going to get together. We’re going to sit down and pre-select what we’re going to have you look at, and she’s going to take you out and show you these properties and find the right one for your family. How does that sound for you?”

If you have high end listings and they want you to be there:

“Do you want to be able to have showings seven days a week? My job is to provide you with service. When somebody calls, we want to make sure we notify you and you do not miss a showing. Is that your goal? Well to do that, I have a team that helps me, because if I was working seven days a week and an offer came in, would you really want me to help you when I am just not at my best in negotiating the best deal for your house? Well, here’s what we’re going to do. When a call comes in, one of my team members will be there and will walk them through the house. We’ll have a detailed sheet. The other agent will know exactly what’s in there, and any second showings or any requests, I’ll go back and do that for them. Does that make sense?”