Get Access to The Mortgage Industry's #1 Recruiting Platform

Recruiting Talent requires a positive psychology.

The PlayBook Series is designed to help individuals assess their current situations, solve problems, and take action toward achieving their goals.
A Great Sales Leader knows how to draw the essential skills, unrecognized strengths out of their team members that can effectively inspire them to implement new strategies to accomplish their life goals. Partnering with your team of Loan Officer creates an employee-centric environment that fosters continued success.
'The PlayBook' teaches sales managers how to become an expert in the recruitment process.

Module 1 | Getting Started

  • Lesson One | Constitution Of Recruiting
  • Pillar One | Knowledge + Experience
  • 90 Day Plan Of Attract

Module 2 | Headhunter Trade Secrets

  • The Psychology of Recruiting
  • Secret #1 | Is YOU
  • Secret #2 | A Systematic Process
  • Secret #3 | Time Management

Module 3 | Think Like A Headhunter

  • Get Into The Recruiter Mentality
  • Yellow Brick Road
  • Employer Recruiting Strategies
  • Headhunter Guide to Time Management
  • The Art of StoryTelling | A Recruiting Tale

Module 4 | Recruiting R.U.L.E.S.

  • The Golden Rules Of Influence
  • Five Phases to Recruiting Top Talent
  • In-House Recruiter vs. Hiring A Headhunter
  • What’s A Talent Pool?
  • Talent Pool Life Cycle

Module 5 | Be A Hiring Machine

  • Employer Brand Of Choice
  • Don’t Judge A Book By Its Cover
  • The Path of A Sales Manager VS. Sales Leader?
  • High Impact Recruiting Sales Leader
  • A Winning Culture

Module 6 | Bring Your Brand To Life

  • What Is Your Digital Brand
  • Branding, Image & Culture
  • Your Company Culture
  • Crafting Your Elevator Pitch

Module 7 | New Growth Initiative

  • Pillar Two | Planning + Organizing
  • Recruiting Culture | Employee Networking
  • Recruitment Metrics | Measure What Matters | Part 1
  • Recruitment Metrics | Attract + Evaluate | Part 2
  • Stay On Track

Module 8 | Cast Of Characters

  • Four Most Popular Candidates
  • Recruiting Stats + Candidate Facts
  • The Caliber of Talent | The Player Line Up
  • Zero-In On Fake “A-Players”
  • What Is A True A-Player
  • The Purple Squirrel
  • Ideal Candidate Profile | Attract High Performers
  • Create An Ideal Candidate Crusade

Module 9 | A Game Changer

  • Pillar Three | Profiling + Sourcing The Ideal Candidate
  • Developing A Recruiting Campaign
  • Candidate-Centric Recruiting Campaign
  • A Compelling Job Description
  • Write An Amazing Recruitment Ad
  • Broadcasting Your Amazing Recruitment Ads
  • Next Generation Mortgage Professional

Module 10 | The Hunt Is On

  • Empower A Recruiting Team
  • Top Sourcing Strategies
  • Identifying Top Producers
  • Recognizing The Real Trophy Fish
  • Networking Is A Science
  • Team Bonding + Incentives
  • Candidate Sourcing | Part One
  • Candidate Sourcing | Part Two
  • Prospect Roster | Tracking Top Prospects

Module 11 | True OR False Talent

  • Vetting the TRUE Talent
  • NMLS | Ultimate Sourcing Tool
  • Outwitting The Under-Performers
  • Talent Short-List
  • Applicant Tracking System – ATS

Module 12 | Scenarios and Scripts

  • What It Takes To Overcome Objections
  • Most Common Objections
  • Opportunities in Disguise
  • A Cure For The Common Call | Part One
  • A Cure For The Common Call | Part Two
  • A Cure For The Common Call | Part Three

Module 13 | Pick Up The Phone

  • Phone Anxiety | The 400 lb Gorilla
  • How To Diffuse The Initial Meeting Objections
  • How To Use LinkedIn To Attract Talent
  • Initial Call Mindset
  • Initial Call Do’s & Do Not’s
  • How Did I Get Here?

Module 14 | Luring The Elusive Talent

  • True Candidate Motivators
  • WIIFM |What’s In It For Me?
  • Unique Business Opportunity
  • Headhunter Nugget #1 | Impressing The Candidate
  • Headhunter Nugget #2 | Sweet Spot + Best Month Ever Tool
  • Headhunter Nugget #3 | Communication + Time = Candidate Experience
  • Second Interview | Sales Forecasting
  • Schedule Calendar Events

Module 15 | Two Way Street

  • Pillar Four | Presentation + Courtship
  • The Candidate Journey
  • Blind Date Essentials
  • Convert Cold Calls Into Warm Calls
  • Discovery Meeting + The Blind Date
  • Coffee Talk With A Candidate
  • Candidate Write-Up

Module 16 | Tell Me More

  • Mastering The Courtship
  • Give The Candidate The Stage
  • Do Know Who You’re Courting
  • Peeling Back The Onion
  • Second Interview: Make or Break the Courtship

Module 17 | It’s Closing Time

  • Pillar Five | Closing + Onboarding
  • Going To The Chapel
  • Red Carpet Treatment
  • Corporate Visit Interview
  • Closing The Closer
  • Gain Verbal Acceptance
  • Start The Trip Down The Aisle

Module 18 | Nailing Down The Offer

  • Formal Offer | Candidate Buy-In
  • The Business Proposal
  • Ramp Up Negotiations | Compensation Conversation
  • Ramp Up Negotiations | Earn Out Bonus
  • Ramp Up Negotiations | Management By Objectives
  • Formal Job Offer Presentation
  • Formal Offer Document
  • Stay-Put Syndrome

Module 19 | The Honeymoon

  • Getting Ready For The Honeymoon
  • New Onboarding Agenda
  • New Employee Retention Strategy | Re-Recruiting Your Team Members
  • Training The Millennial
  • Now It’s Time To Take Action

The PlayBook series is a 24/7 Self-Pace Advanced Learning Platform to Recruiting The Best Loan Officers in the Market Today!

Immediate Access to "The PlayBook" for only $29.95 Monthly Membership | 3-Day FREE Trial

Our Training + Your Commitment = The Best Results

Our customers get great results with "The PlayBook"  

“I just wanted to reach out and say thanks. I purchased your recruiting e-Learning and am currently about 40 lessons in. I have been in the business almost 20 years and have been recruiting actively for about 15 of them. I have successfully recruited and hired at least 100 people on my own. Nobody—and I mean nobody—has ever taken the time to sit down and put all of this info in one place. In this industry, we have been forced over time to learn everything by trial and error or miscellaneous things passed down from generation to generation. I have used many of your techniques in the past, but didn’t really know why, nor was I able to apply things consistently because I didn’t really have a strategy. So I appreciate that you have put this road map together. Thanks again and great job.”

Joel L., Durham, NC

Regional Vice President

“Jim is an excellent resource for anyone looking to make an impact in the mortgage industry! Not only does he possess an unmatched skillset as a mortgage recruiting professional, but unlike so many other recruiters, he’s able to translate his knowledge in a meaningful and relevant manner. Check out his training for anything and everything related to mortgage recruiting.”

Cathy H., Burlington, MA

Talent Acquisition Director

“I just wanted to write and say that your e-learning was instrumental in helping me hire my very first Loan Officer. I used the first lesson to prepare my recruiting plan and I am now using the techniques to onboard my new employee. The information you provided The PlayBook was relevant, practical and simply stated. Thank you Jim”

Michael P., Dallas, TX

Branch Sales Manager

“I have been in Sales Management for over 40 years and the Loan Officer Recruiting “The PlayBook” is a system that should not only be read by mortgage professionals and corporate recruiters, but by anyone who has the need to search out, recruit and hire top performers in any industry…. Mr. McGrath has nailed it, this e-Learning is a must read! The proven system is revealed in The PlayBook is the most comprehensive, step-by-step system for recruiting commissioned Loan Officers ever written. It’s a complete, turn-key, self-study course jam packed with cutting edge techniques to build your sales force quickly, easily, and inexpensively.”

Tony D., Los Angeles, CA

Managing Director



Plan for current and future talent needs
Develop a recruiting plan that increases and maximizes the opportunity of a good hire
Attract, recruit, court, close and onboard quality revenue generating talent
Determine your corporate value proposition for an employer brand + candidate-centric recruiting campaign
Develop a social media communication plan to attract talent to YOU
Collect good decision-making data while energizing and inspiring candidates in the process
Conduct engaging conversations versus interrogation interview 
Source, vet and mitigate risk in candidate selection decisions based on past performance
Design strategies for attracting, developing, engaging + retaining key talent
Choose performance-based elements to attract and retain superstars
Align your approach to talent management with your organization’s overall business strategy

"We eliminate the guesswork by helping sales managers identify specific actions that increase their likelihood of attracting and hiring loan officers with a proven track record. Organizations that embrace the PlayBook receive a full range of immediate benefits from their initial investment:"