I am in my fourth year of working with relationship based mortgage pros on online leads and wrapping up my tenth year leading consumer direct mortgage teams. It is with a tinge of embarrassment that I admit it took me a long time to really understand how hard it is for the traditional MLO to integrate the buying cycle into their workflow.
Automation done right frees you up to spend time on the things that matter. Most of us real estate and mortgage folks are obsessed with the idea of automation. We are told automation is a magical gateway to more time, more money and greater recruiting prowess. Consider the last five sales pitches you have seen about automation. There is a good chance it was similar to “We can automate that thing you don’t like doing!” Are you on FB? Every add is “guaranteed to convert” and is basically a promise to generate more money without work. Seems like a good idea, right?
I was squarely on ”team automation” for a long time. The CTO of the F250 company I worked for looked me right in the eyes at an especially intense meeting and said, “I don’t do automagic, you shouldn’t make technology do what humans are getting paid to do.” He was right. I was wrong, (although I didn’t admit it at the time and I continued to make John’s life hell… sorry John).
The keystone holds the arch up. Without it, the entire structure is compromised. With it, you can build the production team of your dreams. Running a successful business is an art and science: the science is discovering the right thing, and the art is making a habit of doing it every day.
Charles Duhigg said that “there’s nothing you can’t do if you get the habits right.” Establishing one habit creates a trickle down effect. It creates systematic improvement in your entire business. What if I told you there’s one habit that when turned into a business discipline will double your business in the next 12 months? The No Lead Left Behind habit can do exactly that.
The times are changing for mortgage and real estate pros. In one camp, there is an increasingly loud group proposing the future is in digital consumer direct and major disruption is eminent. The purists argue this is a relationship-based business fraught with regulation that will always be dependent on a referral and a handshake.
Telling you the sky is falling is a great way to sell books, but the reality is that mortgage and real estate will not be disrupted in the traditional sense. Those who don’t adapt will slowly be forced into new careers. My operations leader once told me, “We aren’t making any major mistakes, but if we don’t create a technology solution to track what is going on, we will die a death of a thousand paper cuts.” Every missed digital opportunity is another paper cut.