Growth is always a key goal, whether this applies to a personal or professional endeavor. Here’s the thing, though. We all want to do more, have more and be more…but of what? Identifying your end-game goal is the first step, but that’s only part of the equation. It’s the road there that really defines your odds for success.
That starts with maintaining a narrow focus. I suggest you begin with three goals for 2019. A few good ones would be raising production, managing profitability and retaining people. Now, we need to create strategies that will get us from Point A to Point B. As with goals, keep your objectives tight and specific to prevent excess noise from causing unnecessary distraction.
For raising production, you may aim to:
- Dedicate five hours per week for consistent recruiting efforts that result in a substantial percentage increase (settle on your own number) in overall production
- Adopt Total Expert for all database and marketing management by the end of the first quarter to drive production by managing customers for life
- Increase your branch social media presence to build a strong team and leadership brand that showcases your branch as a destination workplace filled with expertise, success and fun
For managing profitability, you may aim to:
- Reduce the monthly break-even volume number (determine by how much) so your branch never operates at a loss while evaluating break-even numbers each quarter and resetting accordingly
- Gain an in-depth knowledge and utilization of both Loan Vision and Domo to run your branch economics
- Implement a strong ROI evaluation system on marketing and branch expenses and adjust accordingly for overall branch health
For retaining people, you may aim to:
- Enhance the consumer experience by developing workflows, touch points and celebrations to win the customer for life
- Increase visibility of branch success through internal and social/external promotions to disseminate your branch’s good news. This could include sharing positive reviews, on-time closings, days to close, employee success and highlights, etc.
- Hold value-add and engaging staff meetings on a regular basis (bi-weekly or weekly) to focus on knowledge, sales tips, consumer experience, and other origination practices that create a sense of commitment, community and family, while driving production
There are always multiple ways to reach the same result, but that all starts by outlining a plan. Take the above suggestions and apply them to your business on a proactive basis.
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