Streams of golden sunlight filtered through the early morning clouds. Steve noticed the beautiful sky as he was checking his voice mail messages on his way to the office. Optimism flooded his mind as he listened to messages from clients needing financing options and builders wanting to discuss options for their buyers.

He pulled into the parking lot, and as usual, was the first one to arrive at the office. "That's o.k.," he told himself. He knew it was only 8:30 a.m. and his processor would be there by 9:00. His team of other loan officers would start streaming in anywhere from 9:45 to 10:30. He was always hopeful that they were meeting other professionals to help grow the company's mortgage business for breakfast.

Steve began returning phone calls immediately and then decided to go over this morning's rates sheets that had already been faxed in. Next, he checked his emails, deleted junk, and responded to the important ones.

By now, the other loan officers in his company had begun to arrive. He went to greet them. Several complained of illnesses, while another complained of a troublesome hummingbird loans native american direct loan he couldn't get to close. Steve joined in the conversation. He was concerned about his employees and shared some of the same problems.

Coffee was now brewing, and everyone waited for it to finish to grab a cup before going to his or her desk. As Steve went back to his office, he noticed the time had now slipped to 10:45. Business was slow. Maybe if he faxed over a few rate sheets to some agents it would generate response?

It troubled him to think that he was the president of this mortgage brokerage, yet he couldn't seem to inspire his employees to stellar production. They were all seasoned professionals. What was wrong?

Whether Steve knows it or not, his brokerage is headed for a melt down and it all begins with the person in charge - Steve. He himself needs to model the behavior he so desires from his employees.

First, he needs to get out of the office and make the connections. Getting bogged down with the idea of "going to the office to work" will do only have one result - getting bogged down in the office. He may not realize it, but for a mortgage professional, his most important work is outside the office. Sure, it is not as comfortable as sitting at a desk, nor as easy as sending emails, but the results are huge.

Next, Steve needs to expect the same from his hummingbird loans native american tribal groups officers. Without badgering them, he needs to encourage them to get out there and work with their best contacts: builders, financial planners, real estate agents, etc...They need to find out how to best serve these giants of business referrals.

Finally, lingering over coffee and snacks can lead to wasted time and energy. This is never a positive outcome for anyone involved and eventually becomes the "morning whine." No, don't ignore your loan officers, but when conversation begins to be wasted on negative personal items that can't be resolved in the office, make the conversation brief and turn it toward the business at hand.

What will Steve's result be in his office if he follows these steps? He'll be more productive and efficient which will boost his confidence. Confidence is a contagious thing and it will spill over to his loan officers who will also become more productive, efficient, and focused.

Now, that's the type of mortgage broker everyone wants to do business with.

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