1. Building and Leading a Team
Notes for Dave

2. vs. No clearly stated goals Give out daily assigned tasks
No sense of urgency
Only 1 person feels responsible
Lots of competition within the group
Clearly communicated goals
Clearly written job descriptions
Healthy sense of urgency specific accountability
Everyone feels responsible for success and failure
Takes on outside competition
©2014 Gaylord-Hansen Mortgage Team

3. I love the Show the Profit:
People
Process
Product
For Us, Very Similar:
Structure
Process
People
The Loan is a commodity. How we deliver it, our service, is our product. The experience of the customer, how they feel is everything

4. We are Directed: Member of the CORE Follow a proven Formula
Coaches also Build and lead teams

5. Our Three Tenants:
Educate
Communicate
Execute

6. People Make the difference, but they must have Tools:
CRM (We use Salesforce very comprehensively
Killer LOS app (We use H20, proprietary to Caliber
Collaboration technology (cloud based sharing, , calendars, etc)
Best in class Loan presentation software (Mortgage Coach)
best in class communication technology (speed)

7. Books That Guide us: Raving Fans 4DX The Advantage
21 irrefutable Laws of Leadership
17 Irrefutable Laws of Teamwork
Good to Great
E Myth Revisited

8. Must have a vison, a plan, and goals
Must Share the vision, the plan and the goals often
Must Lead with optimism always
Must Build Trust

9. Two Things to Concentrate and Focus on:
Intelligence (Smarts)
Organizational Health

10. Intelligence (Smarts)
Two Things to Concentrate and Focus on:
Intelligence (Smarts)
Strategy
Marketing
Finance
Technology
From: The Advantage (Patrick Lencioni)

11. Organizational Health
Two Things to Concentrate and Focus on:
Organizational Health
Minimal Politics
Minimal Confusion
High Morale
High Productivity
Low turnover
Synergy and Momentum
Stability
From: The Advantage (Patrick Lencioni)

12. Organizational Health is 90%, Intelligence and Smarts is 10%
Invest in your team
Always promote personal growth and goals
Celebrate Wins
Be Gracious
Show them you care about their lives
Comp Plans that are strategic and incentivize
Push the Flyweel

13. Must Have Clearly Defined Roles
Top 3 Job Duties
Job Proficiencies
Scorecards for proficiencies (Mortgage Coach is one of the 10)
Personal and Professional Goals
Vision must improve lives of customers and Team members

14. Mission, Vision and Guiding Principles (somewhat Old School Stuff)

15. 5 Year Plan, 1 year Plan

16. 5 Year Plan, 1 year Plan

17. Strategy and Vision Flow

18. DISC Test Candidates
©2014 Gaylord-Hansen Mortgage Team

19. Multiple workflows with Policies, Processes and Procedures

20. Detailed loan workflows and transaction roles
Section of a loan object showing all people related to the loan (buying agent, listing agent, title, escrow, etc.)
Shows all open and closed activities that are triggered by our workflow
This information is used to create our “Friday Status Advisories” that we send to all people involved

21. Detailed dashboards and metrics
Pipeline metric dashboards allow us to see on one page where our business is at
Provides a snapshot of our goals, month to date results and to identify areas of focus
Allows leadership to have a “pulse of the business” with one easy click

22. 4DX WIG

23. 4DX Lead indicators