Some of the best talent in the mortgage world started in completely different industries. Why are outsiders often better hires than LOs with years of industry experience? Why is it so important to lean on other people in our business? Why is it dangerous to be money focused? On this episode, mortgage expert, branch manager and VP, Zach Bleznick, shares the mindsets and tactics that have been instrumental in his success.

A good leader can always identify what people’s strengths are and put them in the appropriate position. -Zach Bleznick

3 Things We Learned From This Episode

Look outside the mortgage industry for A talent

There is great talent out there who are: 1. Not in the mortgage business, 2. The best at what they do, 3. Looking for a better opportunity. We can organically bring these people in from other industries and train them.

Leverage and partnerships are key to growth

Many LOs have control issues and don’t want to invest back in their business. To be successful and really hit those huge numbers, we need loan officer partners. We can’t do it all on our own so we have to be willing to leverage and work with others.

Don’t obsess over money-- look for value first

One common mistake we see is LO’s looking for the company who will pay the most. Many of the companies who are paying more don’t have the processes, systems and procedures to really help an LO level up. Look at the culture of the company and the value they are providing-- not how much money can be made.

Often, it’s the experienced and top-producing LOs who are not the best hires. They typically have “their own thing going on,” and they are set in their ways. The solution is looking for sales talent outside the industry. Don’t be scared to go out, find someone great, and teach them the ropes. It will take time and a bigger investment, but it is ultimately worthwhile.