Armin Cruz’s Timeless Principles of Sale Success

Armin Cruz started his career in May 2006,as he first worked as an electronic sales telemarking representative in the financial sector in Bank of America in Countrywide Home Loans. As an electronic sales telemarking representative or eTSR he learned the rules and tasks of mortgage sales and operations, and served as an assistant to a team of mortgage loan officers. With this, Armin Cruz establishes a number of sales records and won different sales blitzes. He also set the foundation for a desire of mentorship, as Armin offered to make a standardized operating procedure (SOP) to copy the performance results across the organization. 

Due to the immense performance Armin Cruz is showing, he was immediately promoted to attend Countrywide’s Developmental Program. The development program differs in duration, but averages approximately six months.  This program offers greater details on the full spectrum of loan programs available to originators, or mortgage loan officers employed by Countrywide Home Loans.  The main goal of the program is to hone the trainees with the knowledge of the program procedures to meet or even exceed the standards set forth in sales.  Hence, the first phase is mainly classroom based, and the second phase is considered on the job training (OJT).  Armin Cruz completed this training well ahead of the curve, in approximately three months.  As a loan officer in training/development program trainee Armin set numerous sales records, including most loans originated on first day. 

 

And again because of his high performance in the Sales, he was instantly promoted to Mortgage loan officer, and finally to the position of Senior Mortgage Loan officer/Team Leader. Armin’s Cruz quick succession in positions rests upon to w major factors. First is the performance. Breaking milestones, records, and innovating new and more effective/efficient means to achieve an objective proves a marker throughout Armin’s financial career. Second is throughout his career, Armin has incorporated the mentorship mentality of leadership.  In short, Armin uses a theory of engagement, balancing motivation and praise with accountability.  To prepare the teams with the tools for success he further defines the model with informal mentorships to close any performance, development, or engagement gaps.  Armin Cruz establisha lot of sales records in these positions as well as winning a lot of several sales blitzes, some of which extend past the immediatedivision and involved other divisions ranked nationally.

As the Team Leader/Senior Mortgage Loan Officer, Armin Cruz created a groundbreaking way to drive performance across the team, eventually leading to the team’s success and profitability. He developed a voluntary mentorship program, meeting bi-weekly.  The topics, initially, concentrated on sales performance.  They ranged from overcoming objections, to closing the deal as well as follow up routines.  Armin engineered boiler plate designs that can be customized to each loan scenario and customer to reduce time and increase productivity.  The result was an increase in the team’s sales performance, and reduction of non-performers (defined as bottom 25%).  Eliminating the bottom 25% of performers, by promoting their knowledge and skillset catapulted the team to top rankings in the division in less than 60 days.  And because of his performance, Armin was again promoted to the role of Officer, Banking Center Manager.