About Coach Bob Williamson
Bob Williamson has been a business coach to the mortgage industry since 1988.
He has created or helped to pioneer such innovations as:
The Customer Care System – a detailed system, customized to the loan originator and the type of loan, for managing the many details of a loan transaction. The Customer Care System incorporates both sales/marketing activities and loan processing/production activities into one seamless structure, which can then be automated within a CRM or contact management software like ACT!
The Strategy Session – a revolutionary concept that positions the loan officer as the client’s home buying coach, with an interest in helping clients negotiate the lowest possible price for the home they buy – in addition to finding them the best possible loan program for their situation. By assuming this role, the loan originator provides far greater value to clients than his or her competition does, and escapes the “loan-as-commodity” price trap.
Realtor Partnerships – instead of assuming the traditional role, where the Realtor perceives (and treats) the lender as a vendor, this approach positions the loan originator as an equal partner in a cooperative sales and marketing effort. By proving that the loan officer can be effective as a sales partner – and not just a “loan jockey” – you earn the respect of real estate agents.
Time & Business Management – Bob has shown hundreds of loan originators how to structure their lending careers as autonomous businesses, applying best-practice management principles for people who often lack organization and effective business systems.
Bob can be reached by email here.
Testimonials
“I have worked with Bob for more than 5 years. We have used him as a coach, mortgage expert, sounding board, and technology guide. He has worked with me on an individual level and also organizationally with our processors, loan officers, and branch managers.
I have had many plans and ideas that I never seemed to be able to implement, By adding Bob to our team, we were able to create the structure, accountability and focus that turned many of these plans and goals into reality. On a management level, we were able to become a more proactive organization.”
DAN MURPHY, CEO, AMERICAN EAGLE MORTGAGE
PHILADELPHIA, PA
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Bob Williamson has been my personal coach since 1988. We have done many exciting and rewarding things together in this industry. I count Bob among my most favorite friends. He is the best.
GREG FROST, PRESIDENT, FROST MORTGAGE
VP, NEW PRODUCT DEVELOPMENT, LOAN TOOLBOX
ALBUQUERQUE, NEW MEXICO
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“I always want to have a game plan to follow, a direction to follow, and if you don’t have that you get kind of lost. When I hired Bob as my coach 15 years ago, he helped me put a marketing plan together. It was all there and all we had to do was implement all the parts of it and everything worked fine. Obviously we tweaked it along the way – but that plan got us to where we needed to be.
Bob has been very helpful to me in clarifying my thoughts. He tends to ask probing enough questions that it puts me back on target. He puts me back in focus.
I think a lot of what has worked for us over the years comes as a result of the recordkeeping. Without knowing what the numbers are, calls being made, and what kind of calls they are, appointments being scheduled and what’s happening to those appointments, without knowing those numbers, a lot of these things we’ve done we wouldn’t have known to do.
Bob keeps us updated on what’s going on, current stuff that we can continue to give our customer to make a difference, to separate us from our competitors, like the Strategy Session.”
RON ERDMANN, VP & BRANCH MANAGER
NATIONAL CITY MORTGAGE, TOLEDO, OH
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“Bob opened my eyes up to a better understanding of sales and marketing as it pertains to the mortgage banking business. He’s proven to me that sales is a numbers game and the more contacts one makes with the components that make up where we ascertain our business from the more contacts the more opportunity to generate business.
And he has shown me how to basically monitor what I do. I mean, I can have a week where I feel like I’ve been busy and I’m pulling my hair out all week long and then I get to the end of the week and I do my report and I think, “wow, if I was so damn busy how come I only took 2 applications”, know what I mean?
So it taught me to pay closer attention to what I actually do, so I really like the monitoring aspect of that.
The coaching that Bob has given me as far as his knowledge and wisdom has made me a better originator. He has helped me to take my production from X to X2, and that’s been great. Anybody can do more business in a refi boom, but he has helped me improve my business in the middle of a down market.
I truly find what we do helpful. I look forward to our call because it keeps me engaged. It helps lift me through the day.”
DAVID KIME, BRANCH MANAGER, FLAGSTAR BANK
TUCSON, AZ
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As the owner of a small mortgage company, I have to wear several “hats”, and it is easy to be distracted and confused about where and how I should prioritize my time. Bob Williamson has helped to make my business clear. His concept of the 6 Critical Results in the mortgage business has made it much easier for me and my staff to focus on doing the things that make us money.
I have always had more ideas than I can put into practical use. Bob has helped me do a better job of implementing good ideas.
KARI SCHWEICH, PRESIDENT, MONARCH MORTGAGE
WASHINGTON, MO
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Dear Bob:
I just wanted to write you a letter to let you know what your coaching has done for me.
When we began working together I had been a contract processor for about two years. I then decided to start originating. It was a little daunting to think that I could possibly end up like a lot of loan officers – out of the business in less than one year. My income is not an extra income in my household and I knew that I would have to be able to get loans consistently in order to not have to go back to contract processing.
The most important thing you have done for me is to provide me with systems. I know that sounds mundane, however, these systems provide me with the optimism that if followed I will meet my goals. I don’t worry about where my next loan is going to come from like most loan officers. I know that if I follow the systems I will have loans that close each month.
I know many loan officers who really struggle to get business. They spend thousands on mailings that don’t work, provide free donuts to Realtors who couldn’t care less and simply flail about their day.
Through time blocking, Realtor systems and your customer care system, I know that I can relax. I’m not saying that I don’t work hard – I do. However, I work hard in one direction and don’t sit up at night wondering if I will have enough people to talk to next month. If I don’t make my monthly goal, I know exactly why and can correct it.
Working with you has been fabulous and believe me, without your help I never would have done as well in my first nine months as a loan officer. I still have lots of things to work on and get better at implementing, but I know that the next twelve months will be more than double the profit of the last nine.
Thanks again!
PATTY PURDUE, MORTGAGE LOAN CONSULTANT
SALT LAKE CITY, UT