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Change How You Change How You Work & Live in Work & Live in 20142014

Assembling a Winning TeamAssembling a Winning Teamwith Nikki Groff with Nikki Groff VP & Mortgage Consultant at Wallick & Volk MortgageVP & Mortgage Consultant at Wallick & Volk Mortgage

Nikki Groff, Mortgage ConsultantNikki Groff, Mortgage Consultant Pam Leffel, Team ManagerPam Leffel, Team Manager Chris Hallows, Sr. Loan Chris Hallows, Sr. Loan

CoordinatorCoordinator Mandi Merrifield, Loan CoordinatorMandi Merrifield, Loan Coordinator Jen Miesen, Jr. Loan CoordinatorJen Miesen, Jr. Loan Coordinator Delynne Walter, ProcessorDelynne Walter, Processor

The Groff TeamThe Groff Team

I created a team to allow me to be I created a team to allow me to be successful in my life accounts, this way successful in my life accounts, this way my life was not just about my career.my life was not just about my career. HusbandHusband ChildrenChildren CareerCareer HealthHealth Extended FamilyExtended Family

Why is a team Why is a team important to me?important to me?

Todd Duncan was to the first to bring Todd Duncan was to the first to bring this to my attention, I did not have to do this to my attention, I did not have to do everything. everything.

I needed to make a list of what I was not I needed to make a list of what I was not going to do anymore, what could going to do anymore, what could delegate?delegate?

I needed to find my short comings/faultsI needed to find my short comings/faults Then find a team member who can tackle Then find a team member who can tackle

these areasthese areas

What do I dislike What do I dislike doing?doing?

What are mine?What are mine? I will never be late picking my children up from I will never be late picking my children up from

school because of my work scheduleschool because of my work schedule I will carve time to go to the gymI will carve time to go to the gym I will not miss my Building Champions Coaching I will not miss my Building Champions Coaching

callscalls I will never be late for lunch dates or dinner with I will never be late for lunch dates or dinner with

my Husbandmy Husband I will only work Monday thru ThursdayI will only work Monday thru Thursday Etc, Etc…Etc, Etc…

Non-negotiable itemsNon-negotiable items

Outlook CalendarOutlook Calendar Entire team has my calendarEntire team has my calendar Non-negotiable items are in as reoccurring eventsNon-negotiable items are in as reoccurring events Appointments are only made in open time spacesAppointments are only made in open time spaces Breaks are put in before the Non-negotiable items incase I run Breaks are put in before the Non-negotiable items incase I run

overover No more than 7 client appointments a dayNo more than 7 client appointments a day All meetings are in the calendarAll meetings are in the calendar

Team MarketingTeam Marketing PipelinePipeline Branch MeetingsBranch Meetings MastermindMastermind Realtor LunchesRealtor Lunches Mortgage Coach CallsMortgage Coach Calls B.C. CallsB.C. Calls Team CoachingTeam Coaching On TimeOn Time Business Plan ReviewBusiness Plan Review Etc. Etc.

How do I make sure I do not How do I make sure I do not waiver on my non-negotiable waiver on my non-negotiable list?list?

Loan Coordinator takes the incoming callLoan Coordinator takes the incoming call Collects preliminary informationCollects preliminary information Updates client profile in EdgeUpdates client profile in Edge Input information in Origination system Input information in Origination system Runs AUSRuns AUS Requests items to bring to consultationRequests items to bring to consultation Sets consultation with M.C. or Team Sets consultation with M.C. or Team

ManagerManager Send thank you card from team to Send thank you card from team to

referring partnerreferring partner

Team File FlowTeam File Flow

Team Manager or Mortgage ConsultantTeam Manager or Mortgage Consultant Conducts the credit only consultationConducts the credit only consultation Pre-underwrites the file with supporting Pre-underwrites the file with supporting

documentationdocumentation Requests additional documentation, if Requests additional documentation, if

necessarynecessary Conducts Edge PresentationConducts Edge Presentation Call referring partner with update and Call referring partner with update and

thanks them thanks them

Team File Flow continued…Team File Flow continued…

Loan CoordinatorLoan Coordinator Updates origination systemUpdates origination system Make notes of items to follow up onMake notes of items to follow up on Sends Edge Presentation to client and agentSends Edge Presentation to client and agent Marks calendar for 3 month and 6 month Marks calendar for 3 month and 6 month

callscalls Sends out pre-approval letter to client and Sends out pre-approval letter to client and

agentagent Invites client to our Facebook pageInvites client to our Facebook page Inputs client in our database for prospect Inputs client in our database for prospect

marketingmarketing

Team File Flow continued…Team File Flow continued…

It’s hard to “let go” of all the details and allow a It’s hard to “let go” of all the details and allow a team to build trust and act in your behalf. It team to build trust and act in your behalf. It takes time but these resources definitely helped:takes time but these resources definitely helped:

Have a Team Business Plan and Continually Have a Team Business Plan and Continually PerfectPerfect

Have “buy in” from the team, letting them be Have “buy in” from the team, letting them be apart of creating the systemapart of creating the system

Educating your teamEducating your team 1 on 1 Mortgage Coach Edge Training1 on 1 Mortgage Coach Edge Training Boot Camp 101 with the Duncan GroupBoot Camp 101 with the Duncan Group Shadowing meShadowing me Shadowing themShadowing them Coaching your team membersCoaching your team members The Coop for Training and ComplianceThe Coop for Training and Compliance

How I was able to “let How I was able to “let go”?go”?

Good Reads: Time Traps (Duncan), Winning (Welch), 7 Levels of Communication (Maher), Raving Fans (Blanchard)

More time working on my business than More time working on my business than in my businessin my business

Less stress Less stress Become proactive than reactiveBecome proactive than reactive More time with my familyMore time with my family Work 4 days a week at 6 hours a dayWork 4 days a week at 6 hours a day Get to pick my kids up from school on Get to pick my kids up from school on

time (the little things!)time (the little things!)

ResultsResults