How to Originate a Loan with a Borrower's Chinese Bank Statements

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NMN's new "Producer Profile" series features loan officers from the 2015 Top Producers rankings who share career anecdotes and insights into the keys to their success.

The weekly series kicks off with Irina Hines of Union Mortgage Group, located in Newport News, Va. She ranked No. 197 on the 2015 Top Producers list. Responses have been edited for length and clarity.

Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?

Our grant programs, or "free money," as I call it, is the best marketing and it's absolutely free to me. Agents want to do what's best for their clients and I get a lot of business this way.

What's unique about the local market you serve and what do you do to address those needs?

Our grant programs. We have $5,000 for all as long as borrower's income qualifies. There are $7,500 grants for teachers, police officers, medical staff and firemen and up to $10,000 grants for military applicants. You can't beat that!

Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.

I had a client with Chinese bank statements. I had to search out a professor at local university who taught Chinese. He was an accredited individual with all the necessary qualifications. Myself and my processor had to go meet him at the university to translate the document by hand. We got all of that accomplished right in time for closing. This is one of so many that I can think of right now; honestly, sometimes you just have to block it out of your memory after the stress it causes as long as client is closed on time and happy.

What do you know about the mortgage business now that you wished you knew when you started out?

Buyers sometimes don't speak the whole truth (there is a saying but I'm not going to write it here). Besides that, because I processed and underwrote loans before I became an originator, thankfully that prepared me for the road ahead.

Who is someone in your life, personally or professionally, who helps contribute to your success?

I come from very humble beginnings from rural Russia where my family had to survive off our land; my parents were both doctors. I don't take anything for granted and am always grateful to my clients and referring partners. And I show that to all daily.

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