Today, recruiting is the most important activity of a mortgage manager if they want to grow their business. This presentation reviews the latest trends in mortgage sales recruiting.

1. Top Trends
Pat Sherlock
www.patsherlock.com
Mortgage
Sales
Recruiting

2. Topics
• The Current War for Sales Talent
• The Changing Role of Recruiting & Required Competencies
• Do you have the Right Talent Strategy?
• Employer Branding & Candidate Experience
• Social Media & Technology
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3. Why You Need Top Sales Talent?
• Dominance of the top tier: Top 40% produce 80% of
Volume; Remaining 60% are unprofitable
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4. Cost of Hiring Wrong Candidate
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$300,000+
Direct
Costs
Indirect
Costs
Hidden
Impact
Lost
Sales
Opport
unities

5. Candidates: Active vs Passive
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• 40%
• Currently Looking or
Open to Talking
Active
• 60%
• Are Happy- Not
Interested Now
Passive

6. What has Changed about Job Seeking?
4. Reputation
2.Recommendations
Today’s
World: 4 Rs
1.Referrals
3. Reviews
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7. Recruitment Path
1. Awareness
Lender Reputation
What the Market
Says about Your
Company?
What Your Friends
Say about Your
Company?
Colleague
Referrals
2.
Consideration
3. Preference
Customer
Experience/Culture
What Employees
Say about the
Company?
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8. Company Reviews
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9. Today’s Required Recruiting Skills
Great Communicator
Relationship Builder
Sales Person/Influencer
Social Media Savvy
Project Manager & Marketer
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10. Top Three Trends
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• 1. Employer Brand: Why Should I Work for your
Company?
• 2. Candidate Experience: How Easy is your Process?
• 3. Mobile Technology: Social Media & Recruiting
Technology to keep Passive Candidates Aware

11. 1. Employer Brand
• What is your Business Story? How active is your
company shaping their image? Are your employees
sharing their experiences?
• What is your Employee Value Proposition (EVP)?
• Is social media being used to engage, interact &
communicate to potential candidates?
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12. Employee Value Proposition
1. Are You using Focus Groups with Present Employees
conducted by a third party to define your current EVP?
2. Have you selected third party vendors to provide
external view of your company?
3. How are educating the marketplace about your EVP?
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13. 2. Candidate Experience
• How easy or painful is your candidate application
process?
• What can we learn from Apple, Netflix?
• Do you have a “dreaded black hole” where candidates
fall into?
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14. 3. Social Media & Technology
• Mobile Internet traffic is greater than PC & Web Traffic
• 77% of Job Seekers use Mobile Devices: Do you have
Mobile Application Apps?
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15. Recruiting Reach: Who is bigger?
Social
Media:
1:N+
Field:
1:1
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16. Recruitment Content Marketing
• Creating & Curating Relevant & Valuable Content about
Your Company and Personalized to Candidate
• Do You Use Written, Photographs, Images & Video?
• Are you Mobile Ready for Recruiting Marketing
Material?
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17. Content Strategies Comparison
Old Tactic
• Same Message to
Everyone
• Boring Job Ads & Job
Boards
• Only when Job is Open
New Engagement
• Right Content for Stages
of Candidate Journey
• Consistent Engagement
• Personal Campaigns
matching 10-80-10 Rule
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18. Social Platform & Recruiting
• The Big Three: LinkedIn, Facebook & Twitter
• Others to consider: Google +, YouTube, Pinterest,
Instagram
• Start Small to get Started
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19. LinkedIn
• Most Used: LI Ads; Profiles (Similar to X feature) &
Groups
• Recruiter needs a Excellent profile;
• LinkedIn Recruiter: Premium Tool
• Keyword Driven
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20. Facebook
• Larger than LinkedIn
• Not as Structured
• Personal Friend & Facebook Ads & Boosting
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21. Twitter
• Conversations, engagement, real-time listening
• Following the right people
• Sharing and learning
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22. Video & Power of Image
• YouTube: Day In the Life
• Social signals: tweets; Facebook shares & likes to build
Rapport
• V(Video) SEO: Rules are different
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23. How Do You Know Recruiting
Campaign is Working?
• Measure Results: same as Marketing Analytics:
• 1. Measure Open Rates;
• 2. Track Optimal time of day & time of week;
• 3. A& B testing for subject lines
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24. Recruiting Recommendations
Your Attraction Program:
1. Personal Targeted Emails
3. Tips for job
seekers
4. Culture
through Videos
2.Blogs on
Career Page
5. Social media
& Messaging
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25. Free Information
• Free eBook on Hiring:
• Pat Sherlock
• www.patsherlock.com
sales@qfsconsulting.com
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