Flexibility is the name of the game for Lisa Nicholas when it comes to providing superior service to her clients. Nicholas, who is a producing branch manager for PrimeLending in Shelton, Conn., considers the ability to adapt to any situation to be integral to her success and that of her team.
Rather than panic at the possibility of regulatory or procedural shifts, Nicholas and her team instead focus on mastering the change and packaging their knowledge for their referral partners. The result, Nicholas believes, is beneficial to everyone.
This is Nicholas' first appearance on the Top Producers list. Last year, she originated 503 loans for a combined dollar volume of approximately $121 million, ranking her No. 47 on the
Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?
We look at what is changing or new in the industry, be it a new way of financing properties (rehab), or government changes, such as the TRID roll out. We learn it, make a decision to be the best at it, create seminars about it and set up meetings with referral partners to teach them how it works. We take out the guesswork for them and ease their fears. We try to make business easier for them, and help create more success for them.
What's unique about the local market that you serve and what do you do to address those needs?
Our local market is diverse. We work with anyone from first-time homebuyers to someone buying their 10th home. A $100,000 condo to someone financing a million-dollar property. We concentrate on finding the best scenario to fit their personal needs. We have the loan product available to work with whatever the market calls for at the time.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
We had a loan in process [for a home] that suddenly had water damage. We quickly changed the loan over to a renovation loan. After that was completed, the house was broken into and all of the copper pipes were stolen. Ugh, that poor borrower. We were able to rework that loan scenario and close the loan for them still using a rehab loan. We are very fortunate to be agile and work with whatever was handed to help them achieve their dreams of homeownership.
What do you know about the mortgage business now that you wished you knew when you started out?
I never thought that this was going to be my life's work. I never knew that it would really become not only my career but my hobby as well. It is an all-consuming career — very difficult to separate your personal life and your business life. Good thing I really love it, and can't imagine doing anything else.
Who is someone in your life, either personally or professionally, who helps contribute to your success?
It takes a village to close a loan. I couldn't be successful without the help of my team. (The Shelton Dream Team) Each player on the team is dedicated and committed to make every client feel like family; to ensure that we are doing the best for PrimeLending; and lastly for having each other's back, day-in and day-out.
