FEB 5, 2013

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Marketing Maven

Team Versus Individual

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I recently received this question from Dee Dee Uzzell:

Bliss, I am struggling with the team concept in the office. I know we need to be team minded and work together and help each other.

The part I don't quite know how to do is be a team player but know where that ends and where I need to build my own business. When you talk about taking referral partners and new relationships to lunch, how do you know whether you are stepping on another loan officer in your companies toes. Or if you are on the Board of a non profit, should you invite all the LO's in your office every time there is a function where you can put out your information.

Bottom line, how do you be a team player yet build your business as well.

I would appreciate your input very much - Thanks Dee Dee

This topic is something many of us deal with so I thought I would share my response with all ya'll. (said with my best West Texas drawl)

Hi Dee Dee – thanks for your email! I think many of us have struggled with this at one time or another. I am of the mind that we all have greater success when we work together, but we are also entrepreneurs and need to focus on our own business at times.

I personally try to find out if another loan officer in my company is already working with an agent before I start marketing to them. I do define this as “actively working with” because if they have been trying to get business from an agent and nothing has come of it then that relationship is open, in my opinion. When I first talk with a Realtor (ie: at an event or as a listing agent on a deal) I ask if they are currently working with a loan officer at my company.

For your other question, I have done this both ways. I am fairly heavily involved in Women’s Council of Realtors and have invited the other loan officers in my office to be involved but there are other events that I go by myself. I don’t think there is a perfect answer to this, but case-by-case decisions can be made.

There is one loan officer in my office that has invited me to invite my Realtors when he does a CE class with our title company. I seriously do zero work and get all the benefits. This makes me want to do something in return to help his business. I try to share many (but not all) of my marketing ideas with our group. I truly want everyone in my company to succeed; but obviously my priority has is my personal production.

Hopefully a few of these ramblings will help. Best of luck to you!

Bliss

 

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