welcome and introduction

VIP Executive AdvisorInformation for Mortgage Lending Decision Makers

Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC



Welcome and Introduction

Sue WoodardPresident

Vantage Production

Drew WaterhouseManaging Director, CEO

Hammerhouse, LLC

Steve RennieManaging Partner

Hammerhouse, LLC



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If you can’t hear us, please call the number on your invitation email or dashboard. We’re using a phone line, not mic & speakers.

Housekeeping



Today’s Agenda Introduction

The 4th Annual Survey of Originator Opinions

The Main Points

Company Advantages

Loan Originator Perceptions

Reality Check

Adapting to the New Reality

Model Matching Begins with Assessment

Q & A



Drew Waterhouse and Steve Rennie have been successful recruiters since 1996. Having founded internal recruiting teams within large national lenders and working on a consulting basis for many top national and regional lenders, Drew, Steve and the team at Hammerhouse have become trusted partners to loan officers, managers and leaders throughout the industry.

Since 2008, Hammerhouse has placed more than 1,000 candidates representing a combined 24 month production value of $12 billion. More importantly their candidates have a rolling 12 month retention rate of 89%.

In 2014, they published their first book:

Introduction

The Hammerhouse Effect: Obtaining Win-Win through Model-Match Recruiting

A free eBook download and further contact information is available at:www.teamhammerhouse.com

http://www.teamhammerhouse.com/



The 4th Annual Survey of Originator Opinions

Market concerns have supplanted regulatory oversight as the top issue facing the industry

Lender’s operational capability has been joined by marketing support as their most important attributes

Company leaders are now being judged more on their ability to communicate and to be accountable for their actions

Originators are not being sufficiently represented in the recruiting process

Overall loan volume will drop, but personal production will rise

Satisfaction with their firms and their careers remains high



The Main Points The mortgage industry has functioned largely the same for 25 years.

The Federal Reserve’s artificial support of low mortgage rates has allowed this to occur.

Once that support is withdrawn the mortgage market will fundamentally change.

Many do not see it and are failing to adapt.

Adapt or die



Company AdvantagesWhat’s your story?

People • Do you promote a clear, consistent and accountable communication

on the USPs of your company?

Process • Do your technology and operational efficiencies out-perform the

competition?

Products• Does your organization’s product mix support the changes we face

moving forward?

Place• Does your culture foster the outcomes you seek?



Loan Originator Perceptions

69% of LOs believed that mortgage industry production would drop in 2014

However, 53% of LOs believed their production would rise; yet 56% of LOs did not reach their 2013 production goals

Only 23% believed a smaller overall market with increased competition was the biggest challenge they faced in 2014

44% of LOs believed their biggest challenge for 2014 was simply adding more referral relationships

Are LOs simply over-confident in their abilities? Are they practicing self-motivation while answering the survey questions? Are they delusional?



Reality Check The mortgage industry of the future will experience:

• Consistently rising rates• Stagnant TAM• Thinner margins• Longer sales cycles • More online/mobile business development• Closer integration with direct referral sources• Niche markets/products (geographical, cultural,

loan type)



Reality Check The opportunistic customer of the future will more

likely be*:• Younger (but waiting longer to buy first home)

• Female (heads of households on the rise)

• Diverse (racially, family make-up)

• Credit averse/credit challenged

• A home buyer not a refinancer

Is your business built to compete favorably for this business?

*2014 US Census, The United States Census Bureau



Adapting to the New RealityVertical Model Matching

Vertical Model Matching refers to the strategy of being positively Model Matched across the origination (business development/production) value chain much like vertical integration in traditional product distribution

The origination value chain is: → business development

→ application→ processing

→ closing



Adapting to the New RealityVertical Model Matching requires that:

LOs positively Model Match downward to customers and referral partners across:• Client profile, Business Process, Personality and Values

LOs positively Model Match upward to lenders across:• Leadership, Culture, Operations, Technology

• Lenders positively Model Match downward to LOs across:• Leadership, Culture, Operations, Technology

Lenders positively Model Match upward to the mortgage market across• Business (type of loans) and geography (origination activity level)



Model-Matching Begins with Assessmentwww.teamhammerhouse.com/model-match-assessment

http://www.teamhammerhouse.net/model-match-assessment



Q & A

Steve RennieDrew Waterhouse


Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLCWant to learn more? Call 1-800-963-1900 or visit vipexecutiveadvisor.com

Thank you for attending Recruiting Top Producers in Today’s MarketSeptember 30, 2014

Drew Waterhouse Managing Director, CEOSteve Rennie, Managing PartnerHammerhouse, LLC

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