Radding's Rapport

Set yourself up for success by taking advantage of these Untapped Selling Opportunities you may have. Find a niche and become an expert. Hear about the specialty that will separate you from the pack, allowing you to establish a common interest with members of your community to create relationships and build trust. Listen to learn how to use charitable efforts to connect with your community and referral partners, like we do with Norcom Cares. If you make your partners money, you will make money, too. 

At the mid-year point, the most successful mortgage originators review their business plan and reset their focus for the remainder of the year. Tune in for the mid-year tune up notes from Greg.

1. Have a value
2. Make it personal
3. Start time blocking
4. Use your calendar
5. Hold yourself responsible
6. Focus and analyze
7. Brand yourself and become an expert
8. Evaluate your results

This episode, Greg focuses on a proper interview process with advice and tips to build trust with your clients and set yourself up for on-time closings. Learn common red flags and how to validate your client interviews.

Access bonus digital download of Greg’s Brain for a deeper look into a proper interview process. 

Starting a new career, especially in a sales industry, can be difficult. In this episode, Greg discusses great tips for new loan officers to launch a successful career from day one. Radding's Rapport is here to support your business. Questions or topics you'd like us to cover? Email us!

1. Personalize your service, even in a technology driven world. Meet your clients face-to-face as often as possible to build trust. (3:06) 
2. Ask questions and learn to listen to your clients. Lead the client to give you the information that you need to solve their problems for them. (4:25) 
3. Follow-up with your clients and referral partners. Communicate with your clients in an honest and up-front manner. (5:38) 
4. Manage your online reputation. (7:29) 
5. Tap into your sphere of influence. Make sure they know what you do for a living. (8:58) 
6. Get involved in your community. (10:42) 
7. Attend industry events to learn new products and connect with other industry professionals. (11:49) 
8. Stay active on social media and invest in yourself and your business with ad campaigns. (13:25) 
9. Become an expert and provide content to your sphere of influence and past customers through a CRM, seminar or webinar, and social media outlets. (14:54) 
10. Work through various options, including referral partners, to increase your visibility on the web. (15:55) 

Join us as we talk with Eli Pascon, nationally certified Chief Appraiser at ValueQuest AMC, for insight into the appraisal process, trends in the market, and most importantly, the one step you must take before ordering your next appraisal. 

1. There seems to be a seasonal effect on values, especially in the Northeast. Is it safe to say in the early part of the spring market, loan officers may see values struggling to hit the agreed up on sales price? (2:54) 
2. Norcom does transactions all over. Are you looking at regulatory pressures or do you feel that appraisals are regulated to a point where the rules and technology are keeping everything on the straight-and-narrow? (4:56) 
3. Let’s talk about appreciation in values. Is the south still appreciating the way it was anticipated that they would? (8:05) 
4. Renovation loans are a hot topic in our industry. Do you think appraisers are up to speed on the renovation side of the business? Has the increase in renovation financing made it more difficult for appraisers or is it helping the marketplace? (10:15) 
5. What about appraisal independence? What are you looking for to make sure to keep the mortgage side and the appraisal side insulated in the proper way? (12:17) 
6. Can you go into the technology or Collateral Underwriter? What is it and how it’s being used to affect your world and how it changes ours? (14:52) 
7. What are the mistakes that we fall into and how can we help our realtor partners better identify the characteristics of a property so that when we get the loan, it doesn’t become a problem because of the property condition? (19:31) 

Join us as we talk with Samson Doyle, a successful loan originator at Norcom Mortgage, for a sneak peek into his best practices, key areas of growth, and what he focuses on to build his business. 

• What were some of the keys that you concentrated on when you were developing your success in the business? (1:09) 
• Is adding value to your borrowers in what they’re trying to accomplish one of the more valuable things that you concentrate on? (1:41) 
• What are some techniques to ensure a good follow-up system? (2:34) 
• How much planning do you do weekly? (3:42) 
• What do you think sets you apart from the majority of loan officers? (4:47) 
• With a changing and shifting market, what are some of the things that you do to diversify your business? (6:06) 
• Do you keep up with new research and product knowledge? (7:32) 
• Let’s talk a little bit about credit repair. How have you energized that part of your business? (9:07)

We’re into the second quarter; what are you doing to look back at results from quarter one? This episode of Radding’s Rapport walks you through the forensics of the first quarter and how to keep on track for the remainder of the year.

Set yourself up for a review: 

• Carve out a few hours of a time block to focus on your review. 
• Review your first quarter goals. Where have you been successful? Where do you need to cut out bad behaviors or activities that are not working? 
• Remember that it’s okay if you didn’t hit your goals as long as you’re making progress and measuring where you are to keep on track for your plan. 
• Look at your referral base, remove those people who are taking your time and not returning business to you and add people who will be a benefit to you. 
• Don’t procrastinate! Now is the time to reassess based on your first quarter. Give yourself a more toned and executable plan for the remainder of 2019. 

This Radding's Rapport focuses on the potential held within the Cash Out Refinancing Boom and what it takes to have a Top Originator Mindset. Some highlights:

• How important is the potential cash out refinance business?
• Where to look for cash out refi business?
• What's in a strong mindset for Top Originators?
• How to focus on improving yourself first.
• Know your stats and numbers to understand your business strengths and goals.
• Talk about your successes, verbalize and be your best cheerleader. Celebrate your victories.
• Be confident in your product knowledge.

Welcome guest Paul Siker, the Founder and CEO of Advanced Recruiting Trends, a talent acquisition and recruitment training consultancy. He is also Managing Partner of The Artisan Group, an executive search and staff augmentation firm. We ask Paul direct questions about recruiting high performing candidates, mistakes to avoid in your recruiting strategy, and great tips for improving your business recruiting. Join us to learn how to recruit and keep your best potential candidates. 

1. What are the steps that a recruiter takes when identifying a high performing candidate? (1:45)
2. LinkedIn is very important to the mortgage industry. Are we using LinkedIn in the most efficient way? (3:28)
3. What are the biggest mistakes that mortgage companies make when they’re recruiting? (6:29)
4. What is a proper follow up process when recruiting? How often is too often or just right for following up with potential candidates? (8:40)
5. How important is onboarding with a new hire? (10:14)
6. What are some tips for staying organized while recruiting? (11:51)
7. What is the one piece of advice that we need to focus on as recruiters in our business? (13:33)

On our next episode we interview Paul Siker, Founder and CEO of Advanced Recruiting Trends and Managing Partner of The Artisan Group. Make sure you tune in!