Characteristics of Top Producing Loan Officers

By Tim Davis

What makes a top-producing loan officer? Is it their system, their lead generation strategy, or is it something more? I am often asked by loan officers to give them the latest, greatest, and newest strategy that will propel them to the top of their industry. What I have discovered is that there are hundreds of ways to generate business and it is not the strategy that works. It is the individual loan officers’ characteristics PLUS the strategy (in action) that produces the results.

For example, if I am working with a loan officer who has little or no confidence, there is not a system, plan, or strategy that will put multiple loans in his or her pipeline. Therefore, it is not the “system” that this loan officer needs, it is the confidence first, then the system.



As I have had the honor and pleasure of coaching and working with originators all across the country, I have come across seven distinct characteristics of top producers that I want to share with you. I also want to challenge you to decide where you are in each of these areas and make the decision to improve any areas in which you fall short.

1. COMMITMENT

Top loan officers have made a full on commitment to themselves, their families, and their industry. They have decided that they are going to be the best they can and they will simply make it happen. They understand that the road to success is paved with speed bumps, broken pavement, and detours, but they have an unwavering spirit of commitment that simply will not derail them from their goal.

At the root of their commitment is their understanding that building a business takes time, effort, and money. They are willing to invest all three.

Coach’s question: At what level is your commitment?

2. CONFIDENCE

Once a loan officer has made a full commitment, he or she knows that their confidence must match their desire. Confidence comes from two areas: 1) Knowledge of the business, and 2) Experience. Top loan officers spend time studying their craft. They understand the business both from the customer point of view as well as the larger economic picture.

Once they have the knowledge, they will go into the market and call on the best referral partners. They accept rejection as part of the learning process and work to perfect their presentation and selling skills.

Confidence comes and goes. When things do go wrong, deals fall apart, or agents get mad they dig into their confidence vault of motivational messages and fill their tank back up.

Coach’s question: At what level is your confidence?

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