Mentoring is a time intensive activity. So much so that this is sometimes the main reason a vast majority of managers have refused to bring in novice loan officers in the past. Or, if they do, the loans officer does not get the direction they need. Sales managers are highly qualified as mentors because of their production experience, but they typically do not have the time because they are producing, recruiting, and coaching.

In my more than 25 years in mortgage banking, one thing that has remained constant is that most lenders recruit sales professionals who are experienced in mortgage origination instead of hiring rookies. These companies hire experienced “C” players rather than potential “A” producers who need to be trained and developed.

Many mortgage managers consider their companies to be originator-centric. These senior executives believe that sales employees drive success and they feel that their lender’s originator support is a competitive advantage. I certainly understand this viewpoint, especially in such a difficult recruiting environment. However, I would argue that focusing entirely on the originator experience can lead an organization in the wrong direction.