During my recent MBA webinar on increasing sales production, many participants raised questions about how to make loan officers more accountable.

Q: Dave, I am thinking about becoming a loan officer. A friend of mine said that he will be training me, and I have already taken the 20-hour course. What is going to determine my success? --Peter from Seattle

Bill Bodnar of the Mortgage Market Guide (MMG) points a reaccelerating housing market, the strong labor market and interest rates remaining low as the three reasons.

You have found the time to recruit, put together a recruitment package, got an appointment with a potential hire and are sitting down and having lunch. Where do you go from here?