The top 60% of loan officers produce 93.7% of all loans, while the bottom 40% produce just 6.3%. Recruiters now target only the high producers, flooding them with pitches. Standing out means building real relationships, though leaders often misread that as weakness.
93.7% of successful loan officers produce— is produced by 60% of the audience. So only 6.3% of production comes from 40% of the loan officers. So what used to happen was all the energy we focused on 100% of loan officers, and then at the very end they would say, well, what's your production like and how many deals have you produced and can we see a pay stub and a W-2 to prove it? Okay, now we just go, we don't need to call the 40%, we only need to call the 6 out of 10. And so the number of recruiters has grown over that window of time, in addition to having the data now. So there's more noise coming at the people that we actually want on the team. Okay, we have— the way we cut through all of that is by, is by being a relationship builder. Okay, that part's easy, but all the negative connotations then get dumped on us as leaders.
