Change How You
Work & Live in 2014
{
Assembling a Winning Team
with Nikki Groff
VP & Mortgage Consultant at Wallick & Volk Mortgage
The Groff Team
Nikki Groff, Mortgage Consultant
 Pam Leffel, Team Manager
 Chris Hallows, Sr. Loan Coordinator
 Mandi Merrifield, Loan Coordinator
 Jen Miesen, Jr. Loan Coordinator
 Delynne Walter, Processor
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Why is a team important
to me?
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I created a team to allow me to be successful in
my life accounts, this way my life was not just
about my career.
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Husband
Children
Career
Health
Extended Family
What do I dislike doing?
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Todd Duncan was to the first to bring this to
my attention, I did not have to do everything.
I needed to make a list of what I was not going
to do anymore, what could delegate?
I needed to find my short comings/faults
Then find a team member who can tackle these
areas
Non-negotiable items
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What are mine?
I will never be late picking my children up from school
because of my work schedule
 I will carve time to go to the gym
 I will not miss my Building Champions Coaching calls
 I will never be late for lunch dates or dinner with my
Husband
 I will only work Monday thru Thursday
 Etc, Etc…
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How do I make sure I do not
waiver on my non-negotiable list?
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Outlook Calendar
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Entire team has my calendar
Non-negotiable items are in as reoccurring events
Appointments are only made in open time spaces
Breaks are put in before the Non-negotiable items incase I run over
No more than 7 client appointments a day
All meetings are in the calendar
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Team Marketing
Pipeline
Branch Meetings
Mastermind
Realtor Lunches
Mortgage Coach Calls
B.C. Calls
Team Coaching
On Time
Business Plan Review
Etc.
Team File Flow
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Loan Coordinator takes the incoming call
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Collects preliminary information
Updates client profile in Edge
Input information in Origination system
Runs AUS
Requests items to bring to consultation
Sets consultation with M.C. or Team Manager
Send thank you card from team to referring
partner
Team File Flow continued…
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Team Manager or Mortgage Consultant
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Conducts the credit only consultation
Pre-underwrites the file with supporting
documentation
Requests additional documentation, if necessary
Conducts Edge Presentation
Call referring partner with update and thanks
them
Team File Flow continued…
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Loan Coordinator
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Updates origination system
Make notes of items to follow up on
Sends Edge Presentation to client and agent
Marks calendar for 3 month and 6 month calls
Sends out pre-approval letter to client and agent
Invites client to our Facebook page
Inputs client in our database for prospect
marketing
How I was able to “let go”?
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It’s hard to “let go” of all the details and allow a
team to build trust and act in your behalf. It takes
time but these resources definitely helped:
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Have a Team Business Plan and Continually Perfect
Have “buy in” from the team, letting them be apart
of creating the system
Educating your team
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1 on 1 Mortgage Coach Edge Training
Boot Camp 101 with the Duncan Group
Shadowing me
Shadowing them
Coaching your team members
The Coop for Training and Compliance
Good Reads: Time Traps (Duncan), Winning (Welch),
7 Levels of Communication (Maher), Raving Fans (Blanchard)
Results
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More time working on my business than in my
business
Less stress
Become proactive than reactive
More time with my family
Work 4 days a week at 6 hours a day
Get to pick my kids up from school on time
(the little things!)