Leaders, did you know that two-thirds of your workforce is up for grabs? Studies show that a highly engaged employee is a top producing employee. However, 76% of workers are only partially engaged with their organization. In this month’s blog series, we’re sharing how to elevate these less engaged, mid-level performers to top producers in four steps: training, accountability, coaching, and long-term milestones. Today, let’s talk about accountability.
Once leaders have ensured their loan officers are receiving the training they need, what is their plan for keeping them accountable to fulfill and implement this training? Is someone checking in daily? Does a leader encourage team members when they fail and celebrate alongside them when they win? Good leaders understand that they have ownership for their team’s performance. When people are held accountable to take action on the strategies and daily disciplines they have learned, their chance of success skyrockets. Accountability as a partnership for success.
Some loan officers are motivated enough to hold themselves accountable to a high standard and put into practice the disciplines they need to succeed. However, many LO’s are much more likely to get distracted when someone else is not helping to keep them focused. Most mortgage professionals need someone else to check in daily or weekly and make sure they are spending their time on the right priorities. Managers can fill this role, though this can also be a challenge when they are still producing their own business. Another option is bringing in a third party who will hold LO’s accountable while training them in best practices to grow production. No matter how it is delivered, accountability is vital for underperformers to reach the next level of success!
To read the first part of this series, CLICK HERE. And be sure to check back next week to learn about the power of coaching for your salesforce!