Originators are asking how they should spend their time in 2025. (Where should they go to get new business.) The universal concern is that originators are busy, but that outcomes are decreasing rather than increasing.
Below are a few questions that I am asking originators:
- If your current relationships are not producing the outcomes you want or need, then how much time are you spending building new relationships?
- Is your time spent processing single transactions or building relationships that can produce multiple transactions?
- Are you chasing transactions that have a minimal chance of actually closing? Or are you focused on transactions with a high percentage chance of being approved, won, and funded? (Pre-qualify your transactions to determine their viability is a significant time saver.)
Time is money. Top originators spend their time and efforts on relationships that will produce consistent outcomes for the future. There is a significant difference between being busy and being highly productive. If an originator can no longer depend upon her past relationships to be a top producer, then her time should be spent creating new relationships.
There are historical opportunities currently available in the market for those originators willing to focus their time on the most productive activities.
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