New City Mortgage is a young brokerage firm located in Beverly, Massachusetts. It consists of the four brokers that founded the company.
The company was ready to add their first hire; an “originator,” who would sell strictly on commission. Being a small business, it was critical for New City Mortgage to get the right person in the job the first time around and it had to be someone who could work effectively with the four partners. A wrong hire would have major financial and operational ramifications.
Michael Sarno, one of the principals of
New City Mortgage, had used PI®
previous employer, knew its value, and
contacted a local PI®
help with this hire. Guided by their PI® consultant
, the four principals used
-based PRO to define the behavioral
traits of an ideal “originator.”