Top Producers Series: Justin Kelly
In this week’s episode, John and Bryan sit down one of VanDyk’s top producing Loan Originators, Justin Kelly who shares his personal story of growth and secrets to building a successful team, and business.
Bryan opens the discussion by first sharing a bit of background information on Justin and how he managed to grow his team by nearly 50% in just 3 years.
In 2020, Justin was managing a team of 8 Loan Originators and 2 Operations Partners. In 2021, he grew his team to 12 Loan Originators and 5 Operations Partners. Now – in the beginning of 2022 – Justin runs a team of 15 Loan Originators and 5 Operations Partners. He is looking to continue growing his team and expanding his reach this year.
Bryan asks Justin, what was his strategy going into 2021? And how has this additional leverage changed the quality of his life?
Justin explains that he starts by teaching every new member of the team what his expectations are. This gives them the opportunity to put it into practice, which eventually builds trust between the two of them. Once he feels he has a trusting relationship, he connects them with the client. He continues to watch over each new team member, periodically checking in to make sure they are continuing to meet his expectations and provide an open line of communication.
Bryan goes on to ask Justin what level of experience new LOs who join his team typically have?
Justin responds that he primarily recruits Rookies and trains them as a group in a team environment. This, he explains, allows for collaboration and new ideas. He goes on to explain that he continues to check-in on new hires by looking at pre-approvals, closings, and activities that are working for them. For him, remaining clear on his expectations and giving his team members the tools to meet those expectations is the key to building a successful team.
Lastly, Justin shares 5 tips to training Rookie LOs and advice to others looking to continue their education. These are: 1) Join a team to gain real-world experience 2) Network with referral partners by becoming part of a realtor board 3) Hammer the phones 4) Knock on doors 5) Reach out to family and friends.
His advice? Continue your education so you can add value, not only to your team, but to your current and future clients. You can do this by listening to leaders, reading regularly, and keep your mind open to learning new things.
Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.
Check us out on social media:
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John Jones:
• Personal Facebook: www.facebook.com/johnjonescb
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Disclaimer:
This podcast is sponsored by VanDyk Mortgage Corporation NMLS# 3035 | nmlsconsumeraccess.org | Equal Housing Lender | VanDykMortgage.com | 2449 Camelot Ct. SE, Grand Rapids, MI 49546 | 888-482-6395
