The Best Teachers Never Stop Learning

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Strategy doesn't always have to be complicated. Eric Glick's professional strategy is authenticity over creativity. Glick, of Starkey Mortgage in Savannah, Ga., approaches lead generation by spending time on relationships. The vibrant and varied population in Savannah allows Glick to utilize a spectrum of talents and showcase the benefits he brings to the mortgage loan origination process.

One of his points of pride is the dedication he brings to educating homebuyers on a broad spectrum of topics, including flood insurance, a handy topic to know on the Georgia coast. Not content with offering useful information to potential clients, he approaches learning about his industry with similar zeal in order to offer the best service and experience possible.

This is Glick's second appearance on the Top Producers list. Last year, he originated 583 loans for a combined dollar volume of approximately $123 million, ranking him No. 45 on the 2016 Top Producers list.

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

There is no one creative marketing strategy that contributes to my overall success. My brand and my business are built on relationships that are grown through a genuine care and concern for my partners. While I do share what my company has to offer, when I am "boots on the ground" with my agents and builders we spend more time relating on a personal level. This is just who I am as a person; this was not a strategy that I crafted. There is no way to fake this kind of authenticity. I believe that my referral partners appreciate this approach to business and have a positive reaction. The results speak for themselves.

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

Savannah is a historic community located near the coast. In fact, it is the oldest town in Georgia. The economy is supported by tourism, retirees, a few large private employers, and, very proudly, our military. This creates a very diverse population of clients. To ensure that I meet their best financial needs I start with education (including education on flood insurance).

We also offer a wide variety of products that run the gamut from financial needs to housing needs. Income ranges vary dramatically here as do age and conditions of properties. My goal is to ensure successful homeownership and the only way to do that is through a strong combination of listening to a client's needs, education and wide product offering.

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

During a new construction loan, the borrower's credit report expired. Approximately 30 days prior to closing I pulled an updated credit report. The new credit report showed significant new derogatory items. The credit score had plummeted and the borrower no longer qualified for the loan. This situation left my builder with a nearly completed custom home with no buyer and my client with nowhere to live in approximately 30 days. I spent a significant amount of time with the borrower evaluating the changes from the old report to the new report. Armed with a properly evaluated credit profile, we were able to work with the borrower to take action on a rapid rescore. The credit score moved back to an acceptable level for loan approval and the loan closed on time.

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

This is an easy one: How to read tax returns and properly evaluate income for self-employed and commissioned clients. I put off learning how to do this for a number of years. However, the more knowledge that I have, the more value I can provide. My advice to anyone getting into the business is to learn all that you can. Even if you have a team or great support network, you should still be the expert and never stop learning.

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

There are many people that have come alongside me during my career that have contributed to my success. I am grateful to each one of them for the role they have played. However, beyond a shadow of a doubt, my wife is the one person who deserves to be recognized here. She gives me moral support on a daily basis. She helps with so many things in our personal lives. She is always doing little things with the kids to make our family stronger. And, she always keeps me positive when work becomes stressful so that I can stay focused on being successful. Emily, honey, you are my rock.

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