Why new and experienced originators have different training gaps
“They know how to pass the test,” she said. “And so now they’re in the water, and they’re trying to figure out, ‘How do I create this file?’ They don’t have the confidence to talk to the borrower about creating a file, about prequalifying people.”
Product training is the easy part to find, Bass said. Lenders have every reason to provide it.
“You got account executives, you got salespeople. They listen. They will come to your house and train you, okay? They want to sell,” she said. “But the newbies don’t need that. The newbies need to know what to do. ‘Show me what to do. How do I do it?’ And most mortgage companies are not set up to support them.”
Experienced originators have the opposite problem, Bass said. They have the volume but not a system to handle it.
“You’ve got the older people who have been in the industry for a long time, and they don’t have any processes set up,” she said. “So they’ve got all this business, but they’re drowning because they don’t have any type of procedure in order to take this business in. Because what do you do? You take the file, and you just toss it to the next person, and that’s where the file explodes.”
