Partnering for Profitability Mary Morstadt, National City Mortgage, March 20, 2006 “The way a team plays as a whole determines its success.” -Babe Ruth The 17 Essential Qualities of a Team Player by John C. Maxwell •Adaptable: B lessed are the flexible, for they shall not be bent out of shape • Collaborative: Working together precedes winning together • Committed: There are no halfhearted champions • Communicative: A team is many voices with a single heart • Competent: If you can’t, your team won’t • Dependable: Teams go to go-to players • Disciplined: Where there’s a will, there’s a win 17 Essential Qualities (cont.) • Enlarging: A dding value to teammates is invaluable • Enthusiastic: Your heart is the source of energy for the team • Intentional: Make every action count • Mission Conscious: The (big) picture is coming in loud and clear • Prepared: P reparation can mean the difference between winning and losing • Relational: If you get along, others will go along. 17 Essential Qualities (cont.) • Self-Improving: To improve the team, improve yourself • Selfless: There is no I in team • Solution Oriented: M ake a resolution to find a solution • Tenacious: Never, never, never quit “You just can’t beat the person who never gives up.” - Babe Ruth Internal Survey – CRA Officers • What are the most important internal partnerships? • What traits of an internal partnership are most important to achieving results? • What are the primary obstacles to effective internal partnerships? • What are the key issues related to achieving profitable CRA results? Survey – Most Important Internal Partnerships? 0 1 2 3 4 5 6 7 8 NCC CDC/CDA Specialty Lending Mortgage origination Retail mgmt Comm/Investment RE Small business Local bank president Charitable contrib Public affairs NatCityInvestments Survey – Traits of Internal Partnership Most Important? 1. Continuous communication 2. Shared sense of mission/common goals 3. Understanding of CRA commitment as potential business opportunities 4. Trust/respect/dependability 5. People knowledgeable about their area, not afraid of difficult transactions • Willingness to make joint calls, ability to “buy-in” and participate in joint initiatives • Customer-oriented • Productive regular meetings • No fear of territorial issues Survey – Obstacles to Effective Internal Partnerships? • Individuals with attitude that LMI business is not worthwhile • Lack of respect or interest in CRA obligation • Time constraints • Lack of communication • Lack of appropriate follow up • Silos – getting all lines of business to work together simultaneously • Budget • Lack of support staff Survey – Key Issues Related to Achieving Profitable Results • Focusing on projects that make good business sense • Being knowledgeable about our complete array of products, coupled with competitive knowledge • Fostering real business relationships for sustainable solutions • Appropriate products & education in branch • Originator buy-in (lower loan $, difficult) • HR issues related to emerging markets • Leveraging community groups to reach more • Utilizing secondary market products for long term success More about “Collaborative” • “Collaboration is multiplication.” • “Cooperation is working together agreeably. Collaboration is working together aggressively.” Maxwell says: [...]... payment assistance “The success or failure of any organization or effort boils down to two questions: Are we operating from passion? If we are, we’re going to succeed Do we respect and support each other? If so, we’re going to -David Bloom excel.” Audience referral sources (traditional & non-traditional) Materials designed for use by CRA, CDA & mortgage Objectives provide industry updates, discuss other topics . Partnering for Profitability Mary Morstadt, National City Mortgage, March 20, 2006 “The way a team plays as a whole determines. Partnerships? 0 1 2 3 4 5 6 7 8 NCC CDC/CDA Specialty Lending Mortgage origination Retail mgmt Comm/Investment RE Small business Local bank president Charitable contrib Public affairs NatCityInvestments Survey – Traits of. Audience - referral sources (traditional & non-traditional)  Materials - designed for use by CRA, CDA & mortgage  Objectives - provide industry updates, discuss other topics of interest, stimulate