Consider these simple steps to scale your business.

If you’re yearning to boost your bottom-line revenue, the secret sauce might just be hidden in the mystical realm of “originations.” Yes, I said it, the mystical realm—where loan officers tread and borrowers dance through paperwork like it’s a field of molasses. But fear not, you can transform your origination department into a legendary money-making machine.

Let’s face it, when most companies look at the origination department, they see loan officers, assistants, and processors—people who can finish a step-by-step process and close loans. But what if you could get more loans in the door, streamline your process, and change your loan originators from mindless protocol drones into relationship managers with your borrowers?

Getting More Loans (Because Money Doesn’t Grow on Trees, Or Does It?)

Every lending operation knows there are three major revenue streams in the business: (1) originating new loans and capturing points and fees, (2) receiving monthly interest payments, and (3) collecting any points and fees at payoff.

There is only one way to increase your bottom-line, and that is getting more loans through the door. Sounds good and easy, right?

You might be surprised to learn that it really isn’t that hard. But some of the simplest things we can do can be the hardest thing to achieve. You know what you must do, but you need a team that has the fortitude to execute. As a department manager, you must be able to instill excitement and motivation for your team to execute. The actual tasks that need to be executed aren’t the issue; it’s the motivation and the resolve to execute. Here’s what you need to do:

1. Have your loan officers become the gatekeeper of information. They must:

a. Know how to structure your loan.

b. Know how to solve problems to make loan work.

c. Know how to visually show the borrower on a video call and social media videos.

Keep in mind they don’t need to know all the answers; they just need to know where to find them.

2. Have your loan team provide content that builds relationships. The content can be used on your website, at networking events, and on social media. The content should demonstrate and reinforce how easy it is to get a loan from your company using real examples.

3. Be the company that knows who can get a deal done if your team can’t.

4. Post daily on all social media channels.

5. Use effective marketing strategies that don’t just involve facts but also trigger emotions. Borrowers are consumers, and consumers make initial decisions with emotion and then logic.

Simplifying the Loan Approval Dance (Less Cha-Cha, More Quickstep)

You got the lead in the door, now don’t let them ghost you. Make the process as simple as getting dressed in the morning. One thing that stagnates growth is finding the lead goes nowhere once you have captured it. The hardest part was getting the borrower in the door but keeping them is your next hurdle.

Your initial application process should be easy. Borrowers believe they are busier than a caffeinated squirrel, so be snappy. Loan officers must give quick answers—like a magic 8-ball, minus the cryptic responses. Within 24 hours, your staff should be able to send quotes that make your borrower wonder how the speed of your responsiveness is even possible.

If you get a resounding yes, you’re golden. If your borrower hesitates or doesn’t provide what you need for next steps, you have a problem to solve. Imagine someone asking for money and not closing their hand once it’s there. Seems weird, right? When the borrower is ready to move forward, say: “That’s fantastic. I am going to send you everything you need to move forward. Can I have this by 5 p.m. today, or is 9 a.m. tomorrow morning better for you?”

Remember, in the lending Olympics, speed is the Usain Bolt of success. Don’t get left in the dust with slow origination operations.

The Dance of the Documents

Gathering documents should be a breeze, not a hurricane. Make collecting them as smooth as a buttered dance floor:

Don’t send a billion emails with attachments that need printing, signing, scanning, and the summoning of spirits. Keep things simple.

First, revamp your paperwork so it’s clear and foolproof:

• Create electronically fillable documents.
• Make your input fields “required” so you never receive empty responses.
• Combine your documents into one PDF so everything is completed at once.
• Send the paperwork with whatever digital signing software you have.

Then, follow up until you have everything you need. Initiate a phone call, text, email, and even a carrier pigeon, if necessary. Just make sure they see it, hear it—and potentially dream about it.

Make sure your team babysits borrowers through signing, assisting just like personal trainers, but with less sweating and more e-signatures.

The Art of the Evaluation (More Art, Fewer Stick Figures)

Pulling comps and appraisals isn’t just for nerds with calculators; it’s for cool people who want their investments to thrive.

Remember, appraisers are the divas of value–you can ask 40 and get 40 different numbers. Prepare your borrowers for this appraisal roller coaster. Remember, it’s not about “who’s right,” but “what’s possible.”

Just like a superhero team-up, collaborate with borrowers to find solutions. You’re the Batman to their property’s Gotham. The point of the appraisal is to give a third-party perspective of what is possible in the consumer market with an appraisal company. This gives the borrower data so they calculate how much risk they are willing to take on, because the value that a project’s finishes add to the property is largely speculative.

Set expectations: “I am not in control of what they project as value. When that appraisal comes back, let’s look at it. If any problems, let’s find a solution as a team. Does that sound fair? We just want to take care of you.” Since the evaluation process can be so speculative, it’s important that your origination team refines the relationship between your team and the support it offers.

Conditions are Conditionally Conditional when the Condition Arises (Say That Fast Three Times)

Conditions shouldn’t be scarier than a haunted house; they should be more like a well-organized garage sale. Keep them manageable:

• Turn those pesky conditions into a checklist, a bit like a scavenger hunt for paperwork.
• Give borrowers a heads-up. Send the list of potential conditions and say: “Hey, be ready. We’re Sherlocking our way through this!”
• Communication is key. Borrowers should be more in-the-know than a spy on a secret mission. Let them know early about any and all conditions that may pop up. Reinforce that you and your origination team are behind them every step of the way to get things done, even if conditions arise.

Pre-Close Call (The Warm-Up Before the Big Game)

Before the big “let’s sign our lives away” moment, have a pre-close call. It’s like rehearsing lines for a play, but with fewer costumes.

Your loan officer is the narrator, explaining the plot (terms of the loan), the climax (when you pay), and the sequel (future draws).

This call isn’t just a ritual; it’s akin to writing down your battle plan before entering the dragon’s lair. And recording the call is like having a magical memory spell—it eliminates “he said, she said” nonsense.

Funding Isn’t the End—It’s the Beginning

Funding isn’t a full stop. Instead it’s a comma in the epic novel of your borrower’s relationship with your business.

Celebrate the closing like it’s someone’s birthday. Send video texts and emails filled with confetti and virtual cake emojis. This is a really exciting time for your borrower, so make them feel special.

After closing, keep the conversation going. Your borrowers need attention like a plant needs water. Every 7, 14, 21, or 30 days, drip simple emails like “Just seeing how the project is going.”

Repeat business is like a boomerang; it comes back if you throw it right. Keep those lines of communication open and the business will keep rolling in. Your marketing managers will thank you—you can successfully place more marketing dollars into untapped markets. Frequent communication also allows the loan officer to control any problems the borrower may have very quickly.

You must consider: This borrower just spends a few weeks or more with this origination team. They have no idea who the servicing side is and do not have that report. Everything is fine and status quo when things run smoothly, but real relationships and long-lasting business are made by solving problems and solving them quickly.

The Lessons We Learned (Now with a Bowtie and Fancy Hat)

Scaling your business is like climbing a mountain. You don’t start with jetpacks but rather with solid shoes and a safety rope.

Relationships and daily communication are the bread and butter of business sandwiches—without them, you’ve got a sad salad. Remember, you can’t predict the future, but you can prepare for it—just like packing an umbrella on a sunny day. Obtain anything you think you need on your growth journey before you need it. If you wait too long, you will run into some serious bottlenecks.

So, there you have it: a journey through the realm of originations. Your guideposts are creating relationships, communicating like a champ, and navigating the labyrinth of lending like a seasoned originator. Now that you have the knowledge, go forth and grow your team.