Mortgage Field Services

Field Services: Scam or Legitimate Opportunity ?

If You Aren’t Going To Do It My Way, You Can ….

Posted on | April 5, 2007 | No Comments

Here’s the question:

how does someone get in contact with those that do the hiring and choosing. Like you said, the insurance companies and mortgage companies already have someone that they are using and they are using them because they are satisfied with them. So why would they choose us, why would they even waste their time looking at our ‘newbie’ flyer?

There are, of course, a few variables that will modify each contact attempt but there are some very basic and consistent steps:

Do not assume:

  • the company has enough reps in an area
  • the company is happy with their present reps
  • the company has stagnated and will not grow and need more reps

Do assume:

  • the company just acquired five new accounts and needs more reps
  • the other rep in your area is retiring
  • the company is finally sick and tired of the rep in your area blaming it on sub-reps
  • the company had a management change (let’s clean house and start over)
  • the company reassigned territories (who handles Alabama now?)
  • the company has new recruiters (I’m hiring new reps)

I talked with Jay Loeb, VP of National Creditors Connection, Inc., and he reaffirmed a statement I remembered from a previous talk, “If we have a good rep in an area, it’s her/his area to loose”.

What did Jay mean by that?  It means that NCCI is not going to drop a good rep to try an unknown.

So what does that mean to a new rep trying to get work? It means that if and when you get assignments from NCCI, you want to be that good rep!  It also means you have no idea if the good rep is in your area.  It means you don’t know how many new clients NCCI might be taking on.  It means you don’t quit trying to get assignments – ever!

Jay also repeated his belief that “bigger is not necessarily better.  We would rather have a fantastic relationship with 1,000 reps than a so-so relationship with 50,000 reps.”

I felt extremely lucky to get in touch with Hank Cossingham, VP of Contractor Services at National Field Representatives, Inc.”  Wow!  Two VP’s in one day!

I tried to get Hank to tell me he did not need any new reps. Well, fat chance on that!  We wound up talking a bit about how I might help him with his recruiting needs.

Then, I really had some fun.  I talked with a vendor manager that wants to remain mysterious!  I’ve always loved talking with this manager and always feel I get the real story.  What did s(he) have to say?  S(he) really appreciates the reps I refer their way and hope I can continue to recommend good people.  By the way, Terry, can you consider working some additional areas for us?

I spent another four or five hours talking to people around the country.  Not every company offered good conversation but most did.  What did I find out?  I found out that the three items in the “Do Not Assume” list were true today but only six of the items in the “Do Assume” list were true today.

If you are going to get in this business, then do it!

Category: Mortgage Field Services

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