Ever wonder what those Account Executives who are always meeting and exceeding their goals do? I’ve been one and I can tell you what it takes to be a successful and consistent AE. I’ve used these tools for years and have shared them with many. Everyone who uses them sees an increase in volume and units and wonders why they hadn’t done this all along. So, here are the things that you need to do to get to the next level in your wholesale mortgage career.

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1. Write down your volume and unit goals at the beginning every month.
2. Set appointments every day by 9:30 am.
3. Send broadcast faxes at least 2 times a week. (Tuesdays and Thursdays work best)
4. Send a wish list to account manager every day.
5. See at least one new broker every week.
6. Send thank you letters to brokers for every funded loan. I also send a starbucks gift certificate with it.
7. Leave your schedule on your voicemail everyday.
8. Focus on submissions. If you get 100 subs in, you can bet 50 or more will fund.
9. Return calls as they come. Otherwise you end up spending hours checking your voicemail then returning calls.
10. Everyday before you go to bed, respond to all pre-quals.
11. Take your account manager to lunch every month and see what worked for her the previous month.
12. Be a marketer: Leave on your voicemail what your specials or special products are.
13. Ask for referrals everywhere you go.
14. Meet a title rep. They are great contacts; they know everyone. Go out in the field with one every now and again.
15. Write down a list every day of at least 10 brokers that you are going to see and stick to it.

©2006, Sharmen Lane. All rights reserved. Sharmen Lane is a twelve year veteran of the mortgage industry with experience in wholesale and retail loan sales positions, retail processing, wholesale account managing, and underwriting. As a speaker and instructor for LoanOfficerSchool.com and Close More University, Sharmen has trained hundreds of Loan Officers and helped many catapult from novice to multi-million dollar producer.