The Producer Profile series highlights career anecdotes and insights into the success of the loan officers who appeared in National Mortgage News'
Campbell
Last year, Campbell originated 110 mortgages for a combined dollar volume of $60.7 million — putting him
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?
I tend to not focus on one "real" marketing strategy; instead I focus on the type of business that I do. I understand that every client's personal and financial situation is different and I look to find the loan that best fits their needs. My clients share their positive experiences to their family and friends which leads to a lot of referrals. I think that, and the way I structure loans, is the reason for the volume that I do.
What's unique about the local market you serve and what do you do to address those needs?
I generate my business through refinances and referrals so I do not spend too much time targeting local real estate brokers. I am also licensed in seven states so I am not limited to just focusing on one market.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
One of my strengths is working with challenging loans that requires an understanding and comprehension of complicated tax returns and incomes. A lot of lenders don't want to deal with those types of loans which is why I get the referrals and clients that I get.
What do you know about the mortgage business now that you wished you knew when you started out?
When I first got into the business back in 2002 I worked for Ameriquest. I'd pride myself on charging a customer three points on a loan and I'd high-five the guy next to me. I would close three or four of those a month and make decent money. What I've learned is that I can make 10 times more money by giving customers deals that are really unbelievably good, with no closing costs at all. I get so many referrals my phone is ringing all day, every day.
Who is someone in your life, personally or professionally, who helps contribute to your success?
My assistant, Tanner Johnson. He used to be my processor at Ameriquest. Our brains function better together and the creativity flows when we work together. He's the left side of my brain and I’m the right side. His weaknesses are my strengths, and my weaknesses are his strengths. It works really well. We've learned from each other. We think of unique solutions to get deals done. I'll be thinking of one solution and he comes up with a solution I haven't even been thinking about. And the deal closes because of that. I don't do very well without him. He's a big reason why I'm successful.
