Partnering for Profitability Mary Morstadt, National City Mortgage docx

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:
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