The Producer Profile series highlights career anecdotes and insights into the success of the loan officers who appeared in National Mortgage News' 2015 Top Producer rankings.
This week's edition features Yinan Nancy Sun, a co-owner of Austin First Mortgage in Austin, Texas.
Sun has appeared in the Top Producer rankings in the past. For 2009, she was eighth in dollar volume and she was second overall by the number of loans originated. The following year Sun did the most units, while coming in sixth in dollar volume. In 2012, she ranked 11th overall and was again second by number of loans originated.
Last year, Sun originated 508 mortgages for a combined dollar volume of approximately $109 million — putting her at No. 15 on the 2015 Top Producers rankings 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?
We create lots of useful websites. For instance, we have created a customer support website. We have secure email servers that create encrypted PDF's of emails and attachments, client bulletin boards, client relationship management sites, and of course, targeted marketing email campaigns. The combination of these things has yielded great results via our email campaigns, both for us and for our clients!
What's unique about the local market you serve and what do you do to address those needs?
Austin, Texas, is a superb city, with the best jobs, best homes and best friends. Who could ask for more? We go nuts helping clients buy their dream home, at incredible low rates.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
We have had loans that are difficult to fund, but since we are a correspondent originator, we can fund our own loans, and we will do so to help a client. Whenever we have tough loan scenarios, we make sure to go out of our way to ensure clients close and realize their dreams.
What do you know about the mortgage business now that you wished you knew when you started out?
I did not know it would become so government regulated, and I for one feel that is to the detriment of the client, and that saddens me.
Who is someone in your life, personally or professionally, who helps contribute to your success?
I have a great group of folks, a dedicated accounting staff, a large processing staff, loan officers, the latest information tools, an incredible receptionist and a wonderful administrative staff. Though I sit on top of the pyramid, these folks are the base that provides the outstanding support. Without them, there would be no company at all.