How ICC Helped Mortgage Alliance Increase Recruitment by 150% Within 8 Months
“Wayne was instrumental in delivering a systemized process to the entire sales team and he took our business to another level.”
The Challenge
LACK OF RECRUITING PROCESSES SLOWS GROWTH
From the start, Mortgage Alliance experienced massive expansion and quickly became the biggest independent mortgage brokerage in Canada. But, several years later, their rapid growth trajectory began to level off.
They were still ahead of the competition and profitable, but Michael and his partners identified the change in their growth pattern as an opportunity to improve their operation.
The sales team didn’t have access to well-established systems or professional development training. While this didn’t impede the enterprise’s growth in the early days, it became challenging to continue scaling the recruitment and retention of mortgage professionals.
“We were doing fine, but I wanted to find a way to systemize our processes. I knew that having a strong, focused recruitment strategy in place could expedite our growth.”
The Challenge
LACK OF RECRUITING PROCESSES SLOWS GROWTH
From the start, Mortgage Alliance experienced massive expansion and quickly became the biggest independent mortgage brokerage in Canada. But, several years later, their rapid growth trajectory began to level off.
They were still ahead of the competition and profitable, but Michael and his partners identified the change in their growth pattern as an opportunity to improve their operation.
The sales team didn’t have access to well-established systems or professional development training. While this didn’t impede the enterprise’s growth in the early days, it became challenging to continue scaling the recruitment and retention of mortgage professionals.
“We were doing fine, but I wanted to find a way to systemize our processes. I knew that having a strong, focused recruitment strategy in place could expedite our growth.”
The Solution
HIRE AN EXPERT TO CREATE AND IMPLEMENT SALES TOOLS, CUSTOM SYSTEMS + PROFESSIONAL TRAINING
Michael had encountered Wayne Einhorn, President of ICC, at various real estate industry events throughout his career. He admired Wayne’s disciplined and pragmatic approach and knew his expertise could help propel Mortgage Alliance’s growth in an upward direction.
Wayne immediately began learning about the company’s operations and getting to know the staff. Then he and Michael, in conjunction with sales leadership, designed and implemented customized sales processes that included a step-by-step methodology, follow-up protocols, and onboarding procedures.
The sales team didn’t have access to well-established systems or professional development training. While this didn’t impede the enterprise’s growth in the early days, it became challenging to continue scaling the recruitment and retention of mortgage professionals.
“Wayne is very good at holding people accountable, and he holds himself accountable, as well. He’s very transparent, and that was really important to our people. They felt completely open in discussing things with Wayne because of his transparency.”
The RESULT
CHANGES CATAPULT RECRUITMENT RATE + CREATE COLLABORATIVE ENVIRONMENT
With Wayne’s guidance, and the team’s hard work, Mortgage Alliance launched an innovative, process-driven sales approach, and within the first 6 months, their growth was back on an upward trajectory.
And within 8 months, they had increased their recruitment rate by 150%, evidence that Wayne and the committed staff had built a scalable growth model with ongoing profitability.
The sales team was better equipped to attract and retain mortgage professionals with a systemized process, improved skills, and greater confidence. In addition, working together as a group to build the new sales model helped to create a collaborative team environment.
“Our sales team worked on this process together. They went through the same thing at the same time, and that was really helpful in building a strong, supportive team.”
Following a successful career in real estate, Michael Beckette co-founded Mortgage Alliance, a brokerage firm that provides mortgage professionals with support, strategic resources, and the training they need to achieve their goals and provide outstanding service to their customers.
Michael is currently President of M3 Ventures and co-founder of M3 Financial Group which includes Mortgage Alliance, Multi-Prets Mortgages, Invis, Mortgage Intelligence, Verico Financial Group, and Simplinsur Insurance.
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