Mortgage Recruiting and Recruitment Training and Coaching

Buyer’s Relationship Skills and Recruiting the Trusted Advisor of the Future

Buyer’s Relationship Skills and Recruiting the Trusted Advisor of the Future
I have been recruiting in Distributed Retail Sales in the Financial Services Sector for 29 years and I have seen it undergo many significant changes in the last 10 years. I have seen more companies’ employ Internal Recruiting Teams today, that has certainly met all or some of their needs and will continue to do so. And the advancement of Sourcing Technologies has had one the largest impacts on how companies recruit in the Distributed Retail Sales Model. The rise and the slow decline of job boards have served their purpose in this advancement of technology in recruiting. CRMs that have become fully engaged across the company’s whole enterprise have had as much impact on recruiting as any other piece of technology in recruiting. The largest asset in any Distributed Retail Sales Model is the role of the Trusted Relationship Advisor otherwise known as a Banker, Loan Officer, Financial Advisor, Insurance Agent, or Real Estate Agent. Realizing, whether you agree with my last statement or not, the Talent Pool in these particular professions has been under siege for years. Just look at the average age of a few of these: Banker- 45, Financial Advisor- 50, Loan Officer- 53, RE Agent- 57, Insurance Agent- 56. That is an age range of 45 to 57 years of age and that age bracket is coming to the end of its dominance of consumer buying power. As the new consumer moves into the leading role of buying power in there industries, do we really think they will interact and buy from this age of advisors at the point of sale? I am not saying that a lot of these Trusted Relationship Advisors today have not or will not make the transition to being the perfect Relationship Manager, as they will.
But looking to the future of these critical roles that companies will need to hire, they need to re-think what these roles will be and what are the appropriate skills, talents, work history, relational competencies and emotional intelligence that will be needed to fill these roles moving forward. One concern that I see, do the companies and their recruiting strategies really understand the role of these future individual advisors? They should, as the role absolutely mirrors exactly what the recruiter of these professionals should possesses themselves to be successful, being a trusted relationship recruiting advisor to any of these trusted advisor candidates will be crucial to alignment of the talent with the right opportunity. Contrary to popular believe, just because you can master sourcing the Identities and profiles of these candidates via Social Media, LinkedIn or any other technically savvy way does not mean you can build long-term relationships. Talking with thousands of these trusted advisors across many disciplines over the last 29 years, the one thing that is most apparent to me is that the top trusted advisors will take their time to build a relationship with a recruiter and both recruiter and candidate understand that being in that relationship has mutual value and at the critical moment that individual advisor candidate decides it is time to explore opportunities is the sweet spot for both parties. Not any sooner or later than that time the trusted advisor decides that it is that time. Becoming the buyer of talent instead of the seller of opportunity will be crucial in that dynamic. Technology will never develop the emotional intelligence that will be required to build that intimate relationship with these trusted advisors and if your recruiting staff is not well coached in relationship skills, both building and maintaining those relationships, then you are missing a significant part of the talent pool in these industries going forward.

April 23, 2014 - Posted by | Branch Manager, Coaching, Executive Recruiting, Loan Officer Recruiting, Management Developement, Mortgage Banking Recruitment, Mortgage Loan Officer, Mortgage Sales Recruiting, Real Estate, Recruiter, Recruiting, Recruiting Trends, Recruitment Training, Sales Leadership, Sales Management, Sales Management Training, Sales Manager Training, Uncategorized | , , , , , , , , , ,


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