This Loan Officer Sticks by Your Side, In Sickness and In Health

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Mortgage loan officers have an ever-present eye on the long game, the big picture. But making a sale is about more than the sale — ushering people through the biggest purchase of their lives requires dedication, tenacity and the crucial ability to maintain relationships, through ups and downs, in sickness and in health. Details often get lost in the larger picture of the process of cultivating leads and maintaining a full pipeline, but Austin Lampson knows the power of noting the little things.

Lampson, a mortgage consultant with On Q Financial in Santa Barbara, Calif., holds the philosophy that people are affected in some way by everyone with whom they have contact, and she utilizes professional coaching to take full advantage of opportunities to cultivate relationships. She does not wield her influence carelessly — Lampson considers her professional role as one of a guide more than a salesperson — and takes very seriously her role in the big moments of others' lives.

There are people for whom their chosen careers seem simply an extension of self, a category into which Austin Lampson falls.

This is Lampson's first appearance on the Top Producers list. Last year, she originated 205 loans for a combined dollar volume of approximately $98 million, ranking her No. 68 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?

A lot of my success stems from my coaching through The CORE training, which is a mentoring and coaching program for mortgage and real estate professionals. We do a monthly postcard to our database, fun events that connect clients, referral partners and sphere; and also work to be involved in the community through charitable events and volunteering.

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

On The Gold Coast, you can walk two blocks and be in a totally different neighborhood, with different price points, different clients and different property types. As such one has to be on their toes to know various guidelines and opportunities for clients of all backgrounds.

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

Wow, there are so many. We get called in to save deals frequently from clients who started with another lender and far into the process are told their pre-approval wasn't valid. But I think one of my best success stories of 2015 was for a couple that I have been working with for several years. We were there for them through the restructure of his business, and her fight (and win!) over cancer. We helped them figure out a savings plan to make their dream of homeownership possible, stay ahead of any credit issues, and even closed their loan early (and post-TRID, to boot). That is why I do what I do.

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

A good loan officer has to know every part of the process. From what's needed to disclose a loan, to what's needed by the secondary market, to handling emotions and timing. It's not a sales position, it's an assistance position. Our job is to guide clients through the process and puzzle solve as anything comes up.

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

I think that everyone you come in contact to helps shape who you are. My husband is my best friend and cheerleader; my team is amazing; our clients and referral partners are inspiring; and all the folks in The CORE are ready to help at any time. It's not just one, it's everyone, every day, doing their best for us all to succeed.

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Originations Consumer lending Secondary markets Purchase Career moves Marketing Nonbank
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