Recruiting the best LOs, part 4: Wowing

by MPA26 Jun 2014

By David Lykken
Special to MPA


Over the past week, I've been discussing the five steps to successful recruiting to which I was introduced in my conversation with Casey Cunningham during a recent broadcast of my Lykken on Lending radio show. So far, I've touched on the first three – sourcing, profiling, and contacting your prospects. Today, I would like to talk about perhaps the most important of all – wowing those prospects.
Too many organizations do not take their recruiting seriously. Too many firms approach potential candidates as if it would be a privilege to work for them. It's all about the company – not the LO. If you want to recruit the top talent, you've got recognize that they're bringing something valuable to the table. You've got to show them that they're important to you. You've got to really sell the opportunity to work for your organization.
Wowing your recruitment prospects oftentimes boils down to asking the right questions. Are the questions only self-centered ... or do you also ask questions that focus on the well-being of the prospect? For example, you'll probably ask questions to get an idea of the LO's approach to dealing with clients. "Tell me about a time when you..."
Questions like this are necessary to determine the LO's fit for your firm. But are you also asking questions about what the LO expects from working for your organization? Are you also telling them about a time when you rewarded your LOs for outstanding work? Don't make it all about you. Show your prospects that they will actually benefit from joining your team.
David Lykken is 40-year industry veteran who has been an owner operator of three mortgage banking companies and a software company. As co-founder and Managing Partner of Mortgage Banking Solutions, David consults on virtually all aspects of mortgage banking with special emphasis executive leadership development, corporate strategic direction and implementation as well as mergers & acquisitions. A regular contributor on CNBC and Fox Business News, David also hosts a successful weekly radio program called “Lykken On Lending” ( that is heard each Monday at noon (Central Standard Time) by thousands of mortgage professionals. Recently he started producing a 1-minute video called “Today’s Mortgage Minute” that appears on hundreds of television, radio and newspaper websites daily across America.


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