Much like being a great athlete, being a good leader requires constant dedication, training, and learning. Tom Reber knows this better than anyone, as he went from being a leader and MVP of his softball team to a leader in the mortgage loan industry.
Tom is a mortgage veteran with the ability to use many different dynamics to provide the best-fitting home loans for clients. As the SVP of Mortgage Lending, he has to perform as a high-level team leader every day to constantly provide the best possible value for clients and investors. And, today, he’s sharing the secrets to great leadership in this episode of Real Estate Excellence.
Tune in to learn about leadership and mortgages from a 35-year industry veteran.
[00:00 - 14:08] Tom Reber: 35 Years of Mortgage Experience and a Passion for Baseball
• Tom Reber is a leader in the mortgage industry with 35 years of experience.
• He was born in Albany, Georgia, and grew up in Jacksonville, Florida.
• He specialized in playing baseball and went to ST John's River Community College, UNF, and the Army.
• He worked at Stockton Watley & Daven/Bank Boston Mortgage Corporation as a computer operator from midnight to 8 am.
• Tom explains the incredible way in which softball allowed him to find his professional vocation in the mortgage business.
[14:08 - 28:18] How to Win with Total Cost-Benefit Analysis
• Relationship building is key in the industry, but not everyone knows how to define it. To build relationships, one needs to be a "maker" rather than a "taker".
• It's important to do a total cost-benefit analysis when rates are higher.
• Buyer consultation is critical for collaboration between home buyers and their agents.
• Cash flow analysis is important to show the benefit of the refinance.
• Having confidence and swagger with stats, facts, and figures helps make a collaborative approach to a transaction.
[28:19 - 43:15] The Power of 'Why: Building a Culture of Excellence
• Keeping your hand on the electric fence is important for leadership.
• Building a culture of striving for mortgage excellence.
• People, process, and technology, in that, order, are key to success.
• Technology should be driven by people's needs.
• Technology can help with the sense of urgency, but it cannot replace the real estate agent or loan officer.
[43:15 - 57:25] Succeeding in Real Estate with the Trident Approach
• The Trident Approach: having three business models to feed the sphere of success.
• Characteristics of top loan officers include an empathetic appetite and an understanding of their role in the team.
• Precision origination, proactive processing, and surrounding yourself with people you trust are key to success.
• is essential for success.
• People are the most important factor in a company structure
Quotes:
"Ultimately it comes down to people. People, process, technology in that order.”
"If you're willing to go make sales calls and make a relationship, it's no different from today. There's a better than good chance you're going to make a connection."
"If you don't have confidence and swagger, your clients will smell it like sharks. They don't trust you. They're going to swim off. If you have constant swagger and you can back it up with stats, facts, and figures, you have the glue that it takes to make a collaborative approach.”
"Technology can bring you mass confusion. How you use technology to bring clarity is what separates the successful from the people that are walking in circles."
To make contact with Tom Reber, learn more about his business and make him a part of your network, make sure to visit his LinkedIn profile:
https://www.linkedin.com/in/thomas-reber-b562879/
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