Sales success takes effort, training, and support

In the mortgage industry, you often hear you can make as much money as you want to make—it just depends on how much effort you’re willing to put in.

But is it really true? I’ve been originating loans (and helping teams of really bright people do the same) for almost a decade, and I learned you do need to put in a lot of effort to succeed. But you also need the right training, a strong system, and most of all, a supportive team environment.

At Castle & Cooke Mortgage, we’re growing like wildfire and creating a culture that’s laser-focused on the success of our new loan officers.

My first experiences as a loan originator

I’ve worked for a few lenders, but none had a strong system of support, and it became one of my biggest pet peeves. At one company in particular, I had a big, beautiful office, but no training and no way of generating leads. In fact, I was just handed a notebook and a pen on my first day, logged into the system, and told to “go find people.”

The story sounds a little crazy in hindsight, but it’s not really that uncommon.

As I progressed in my career, I noticed something else: a lot of loan officers weren’t willing to help one another when problems or questions came up with their files. Instead, there was a real fear that asking for help would result in having the lead you were working on stolen right out from under you. New people felt that asking for help was jeopardizing their careers, and experienced loan officers felt like the newer people were taking business away from them.

When I was hired as Consumer Direct sales manager at Castle & Cooke Mortgage, I committed to doing things a little differently—and a lot better!

The training it takes

Here at the Castle, we know that being an LO isn’t an easy job. In fact, it can feel impossible if you don’t know what you’re doing. That’s why we offer up to six weeks of paid training for people who are new to the business. Our system for new hires includes:

  • Mortgage origination basics
  • Knowledge about departments they work with directly
  • Real-world job shadowing
  • Intro on leveraging our marketing tools
  • Training on how to use our underwriting systems
  • Product knowledge training specific to our loan offerings
  • Tips and techniques on closing a sale
  • Info on what not to do

If this all sounds like we’re giving away a lot, you’re right. But it’s a worthwhile investment: so far, the people who’ve completed our full program have been able to come onto the floor as some of our highest producers.

I’m proud to say we are one of the only companies with a training program for people starting out.

Sales techniques

Every loan officer has to know mortgages to serve their customers, but a big part of the job is about making the sale.

Once a new loan officer has made it through training, it’s time to go on the phones and start originating loans. I’ve seen a lot of people at this stage feeling like they’re lost or just don’t have a lot of direction on what to do next.

We’ve set up a few things that help. First, we pay for leads for our Consumer Direct LOs. Everyone on the team has the same opportunity to start calling and following up as soon as a lead comes in, and we never let loan officers take a lead someone else has been working.

I also have an open door policy, inviting any of my loan officers to come to me at anytime if they aren’t finding success. With one-on-one coaching and encouragement, my LOs learn the sales techniques they need to think outside the box, start closing loans, and growing their pipeline. They learn:

  • How to find difficult phone numbers
  • How to send sales comparisons instead of generic emails
  • How to find out if someone still owns a home and may have equity
  • How to market themselves on social media
  • How to meet agents at open houses
  • Why it works to hand out business cards to everyone they know

Fostering team spirit

Recently, I found out some members of my team were saying they love coming to work here because it isn’t a competition. Everyone is working toward the same goal, they said, and it makes every day better.

To be honest, hearing this made my day. I’ve worked hard to create that kind of environment, and I’m so glad my people are feeling supported. I 100% want them to know that their success is based on effort.

We’re lucky to work for a company where every department shares that spirit of cooperation as well. I can tell my loan officers to simply call up Processing or Underwriting if they run into a problem with a file, and I am confident that the people on those teams will drop everything to help.

It really does depend on effort

Being a loan officer comes with the potential to have a lot of financial success within a few short years, and you don’t need a graduate degree or years of technical experience to earn a six-figure compensation.

But it’s not for everyone, and it does feel like a grind sometimes. You have to know a lot about loan products and guidelines, you have to be comfortable asking and answering hard questions, and you have to be able to bounce back when a big loan falls through.

A lot of lenders are hiring right now, and my program can only accept a handful of new loan officers every year (partly because we are so invested in starting them off on the right foot). That said, if you’re hungry for the right opportunity and willing to put in the work, I’d love to have a conversation. Feel free to drop me a line at 801-308-2827 or send me a note at trodgers@castlecookemortgage.com.

Either way, I sincerely hope you have a solid system of success and a great team by your side in all your ventures!

In the mortgage industry, you often hear you can make as much money as you want to make—it just depends on how much effort you’re willing to put in.

But is it really true? I’ve been originating loans (and helping teams of really bright people do the same) for almost a decade, and I learned you do need to put in a lot of effort to succeed. But you also need the right training, a strong system, and most of all, a supportive team environment.

At Castle & Cooke Mortgage, we’re growing like wildfire and creating a culture that’s laser-focused on the success of our new loan officers.

My first experiences as a loan originator

I’ve worked for a few lenders, but none had a strong system of support, and it became one of my biggest pet peeves. At one company in particular, I had a big, beautiful office, but no training and no way of generating leads. In fact, I was just handed a notebook and a pen on my first day, logged into the system, and told to “go find people.”

The story sounds a little crazy in hindsight, but it’s not really that uncommon.

As I progressed in my career, I noticed something else: a lot of loan officers weren’t willing to help one another when problems or questions came up with their files. Instead, there was a real fear that asking for help would result in having the lead you were working on stolen right out from under you. New people felt that asking for help was jeopardizing their careers, and experienced loan officers felt like the newer people were taking business away from them.

When I was hired as Consumer Direct sales manager at Castle & Cooke Mortgage, I committed to doing things a little differently—and a lot better!

The training it takes

Here at the Castle, we know that being an LO isn’t an easy job. In fact, it can feel impossible if you don’t know what you’re doing. That’s why we offer up to six weeks of paid training for people who are new to the business. Our system for new hires includes:

  • Mortgage origination basics
  • Knowledge about departments they work with directly
  • Real-world job shadowing
  • Intro on leveraging our marketing tools
  • Training on how to use our underwriting systems
  • Product knowledge training specific to our loan offerings
  • Tips and techniques on closing a sale
  • Info on what not to do

If this all sounds like we’re giving away a lot, you’re right. But it’s a worthwhile investment: so far, the people who’ve completed our full program have been able to come onto the floor as some of our highest producers.

I’m proud to say we are one of the only companies with a training program for people starting out.

Sales techniques

Every loan officer has to know mortgages to serve their customers, but a big part of the job is about making the sale.

Once a new loan officer has made it through training, it’s time to go on the phones and start originating loans. I’ve seen a lot of people at this stage feeling like they’re lost or just don’t have a lot of direction on what to do next.

We’ve set up a few things that help. First, we pay for leads for our Consumer Direct LOs. Everyone on the team has the same opportunity to start calling and following up as soon as a lead comes in, and we never let loan officers take a lead someone else has been working.

I also have an open door policy, inviting any of my loan officers to come to me at anytime if they aren’t finding success. With one-on-one coaching and encouragement, my LOs learn the sales techniques they need to think outside the box, start closing loans, and growing their pipeline. They learn:

  • How to find difficult phone numbers
  • How to send sales comparisons instead of generic emails
  • How to find out if someone still owns a home and may have equity
  • How to market themselves on social media
  • How to meet agents at open houses
  • Why it works to hand out business cards to everyone they know

Fostering team spirit

Recently, I found out some members of my team were saying they love coming to work here because it isn’t a competition. Everyone is working toward the same goal, they said, and it makes every day better.

To be honest, hearing this made my day. I’ve worked hard to create that kind of environment, and I’m so glad my people are feeling supported. I 100% want them to know that their success is based on effort.

We’re lucky to work for a company where every department shares that spirit of cooperation as well. I can tell my loan officers to simply call up Processing or Underwriting if they run into a problem with a file, and I am confident that the people on those teams will drop everything to help.

It really does depend on effort

Being a loan officer comes with the potential to have a lot of financial success within a few short years, and you don’t need a graduate degree or years of technical experience to earn a six-figure compensation.

But it’s not for everyone, and it does feel like a grind sometimes. You have to know a lot about loan products and guidelines, you have to be comfortable asking and answering hard questions, and you have to be able to bounce back when a big loan falls through.

A lot of lenders are hiring right now, and my program can only accept a handful of new loan officers every year (partly because we are so invested in starting them off on the right foot). That said, if you’re hungry for the right opportunity and willing to put in the work, I’d love to have a conversation. Feel free to drop me a line at 801-308-2827 or send me a note at trodgers@castlecookemortgage.com.

Either way, I sincerely hope you have a solid system of success and a great team by your side in all your ventures!

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