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“Once I got into the conventional world, things picked up a lot because people are a lot more apt to refer to you when they know you’re getting a good interest rate and it’s not a subprime loan,” Kechian said. “When you know people are more apt to brag about that and feel good about it, buying a house and telling others, our volume rocketed.
“That said, I’m not done with purchasing leads and things like that. I’ve moved to Hoboken, where I live now, a small, one-square-mile town right across from New York City. Here you have a real opportunity. It’s a very niche market with a lot of condominiums. Once you figure it out, you have something other people don’t know how to do. It’s not just your standard single-family home. No format and a $50,000 anybody-can-do-it type of market. So, we really picked up fast here. Built a good reputation, made a lot of contacts, and kind of went from there.”
The importance of delegation
However, the true turning point in Kechian’s journey occurred when he recognized the need to delegate certain responsibilities and bring in a capable manager to handle crucial operational aspects of his branch. The decision to hire someone “better” than himself in specific areas was not driven solely by the desire for increased production, but rather by the realization that effective delegation is essential for maintaining a well-oiled machine. By entrusting the managerial role to an individual adept at processes and operations, Kechian was able to focus on what he excelled at: sales and client relationships.
“Last year, I hired a manager. He takes care of our processes and operations, stuff that he’s way better than I am at,” Kechian said. “We don’t get the opportunities to do the refinances that are so big. And now, all of a sudden, we have a manager. He’s taking care of everything.”
The impact of this strategic decision was immediate and transformative. With the new manager handling essential tasks such as managing processes, handling reports, and streamlining information flow, Kechian experienced a paradigm shift. He no longer found himself struggling to catch up but rather had the opportunity to proactively improve and optimize his operations on a daily basis.
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