The people who celebrate life landmarks with us tend to maintain important roles in our lives, a detail not lost on Dianne Crosby of Guaranteed Rate in Oakland, Calif. Crosby remains in awe of the unique place she and her fellow loan officers occupy in their clients' lives. Loan officers are witness to career progression, family expansion and the accumulation of wealth, and establishing a strong foundation for that relationship is paramount.
As a community builder, Crosby holds classes for potential buyers and meetups for other real estate industry professionals at public libraries in the Bay Area. She sticks with her clients for as long as it takes to find the perfect combination of house and bid and is there when dreams are realized. That is the mark of a true mortgage industry professional.
This is Crosby's first appearance on the Top Producers list. Last year, she originated 252 loans for a combined dollar volume of approximately $139 million, ranking her No. 33 on the
Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?
I use public libraries to host homebuyer classes and a meetup for lenders, Realtors and clients called Gaining Access to Great Loans. The neutral location and ability to network adds credibility to my own purpose. I enjoy preparing the presentation, inviting guest speakers and facilitating the discussion that follows each program.
What's unique about the local market that you serve and what do you do to address those needs?
The Bay Area is a seller's market with low inventory relative to the number of buyers. Those buying a home include successful employees in the technology industry with cash offers. My clients often compete with cash buyers. Our bid is often successful because I pre-underwrite the file so that we can waive the financing contingency and close fast.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
My favorite story from 2015 is of a couple who had been working with me since 2013. During that time they wrote 17 offers. They had a very tight budget and were constantly outbid by $10,000 to $20,000. On the 18th offer they finally succeeded. They could not believe it and stopped by the office to go over the next steps. I had not seen them in a while, and when they came to my office it was obvious that they were expecting their first child. We expedited the closing and they got the keys to the house three days before the birth of their little girl.
What do you know about the mortgage business now that you wished you knew when you started out?
Nothing can prepare a new loan agent for the joy of assisting someone when they buy their first home. But what I did not think about until many years later was how heartwarming it would feel when the same couple came back for a larger home to accommodate children, or a rental property to build wealth. We forget the special role we play. Keeping a complete database and remaining in touch with clients is so important.
Who is someone in your life, either personally or professionally, who helps contribute to your success?
My sister, Jeannine Gallant, is a mortgage broker who started 30 years ago. She brought me into the business and always emphasized ethics and integrity. Jeannine taught me how to respect the rules and also be a problem-solver. Her longevity as a mortgage broker and tenacity in all aspects of her life makes her my role model.
