Partnering for Profitability Mary Morstadt, National City Mortgage docx

Partnering for ProfitabilityMary Morstadt, National City Mortgage, March 20, 2006 “The way a team plays as a whole determines its success.” - Babe Ruth... Maxwell • Adaptable: Blessed a

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: Blessed 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: Adding 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: Preparation 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: Make 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:

External Partners

“in the neighborhood!”

• Housing counselors

• Housing related non profits

• Small businesses

• Other employers

• Public service providers

• Governmental entities

• GSEs

• Real estate professionals

• Trade associations

Collaboration in Practice

• Specialty lending goals/business plans

• Homeownership preservation initiatives

• Employer assisted housing outreach

• Homebuyer seminar in a box

• Meeting neighborhood credit needs with non traditional programs & underwriting, including alternative credit, secondary cash income, rehab options, & down 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

excel.” -David Bloom

‰ Audience

-referral sources

(traditional & non-traditional)

‰ Materials

-designed for use

by CRA, CDA & mortgage

‰ Objectives

-provide industry updates,

discuss other topics of interest, stimulate followup

“You hit home runs not by chance, but by preparation.”

-Roger Maris