Northeast Top Producers build relationships with lawyers, planners

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Northeast mortgage originators relied heavily on referral relationships with attorneys and financial planners and less so with homebuilders last year, the Top Producers 2019 survey found.

Attorneys and financial planners came in as the third most cited source by originators in the region — behind real estate agents and past clients — at 90%, compared to a nationwide average of 77%.

Meanwhile, 65% of the originators in region had a referral relationship with a homebuilder, versus 74% nationwide. All the respondents from the Northeast had referral relationships with real estate agents; there was a 98% positive response rate countrywide.

Having the right referral partnerships can set a business apart.

"Strengthen my relationships with my current referral partners and cater to my client's needs," said Christopher Gallo, a mortgage originator at NJ Lenders in Ho-Ho-Kus, N.J. "Both of these things has allowed me to deal with the changing market place easier and adapt as needed."

During 2018, 87% of northeast originators used organic social media posts (as opposed to paid posts). When asked the direction their organic social media usage would take during 2019, 75% replied they would start or increase their activity.

"I have implemented the use of a digital mortgage platform and expanded my social media presence," said Michael Borodinsky, a producing branch manager in the Edison, N.J., office of Caliber Home Loans. "While the vast majority of my lead generation remains 'old school' via direct referral from agents, builders and existing customers, I am growing my lead generation through the use of technology."

No matter the strategy, the right technology is key to helping move a potential customer into a loan applicant, another originator added.

"Having a CRM tailored to our industry and specific to our company is an essential tool that helps to cultivate and solidify leads and transition them into clients," said Craig Andriulli, a senior vice president at Bond Street Mortgage in Paramus, N.J.

Here are the top 20 mortgage originators based in the Northeast:

Rank Name Company City Volume # of Loans
1 Shant Banosian Guaranteed Rate Waltham, Mass. $536,294,703 1215
2 Brian Cohen Wells Fargo Home Mortgage Brooklyn, N.Y. $528,000,000 613
3 Jason Shannon Contour Mortgage Garden City, N.Y. $250,991,094 282
4 Baret Kechian loanDepot Hoboken, N.J. $240,752,560 519
5 Christopher Gallo NJ Lenders Ho-Ho-Kus, N.J. $187,496,471 485
6 Michael Borodinsky Caliber Home Loans Edison, N.J. $181,310,000 562
7 Jeremy Durkin Trident Mortgage Wayne, Pa. $167,462,208 585
8 Bruce Salik Guaranteed Rate New City, N.Y. $116,242,295 334
9 Roger Brasil Guaranteed Rate Boston, Mass. $111,988,417 241
10 Christopher Keelin Family First Funding Sparta, N.J. $109,230,805 398
11 Jon Lamkin Guaranteed Rate Parsippany, N.J. $107,471,113 194
12 Justin Bonura NJ Lenders Corp. Little Falls, N.J. $103,896,495 274
13 Steven Grossman NJ Lenders Corp Little Falls, N.J. $94,484,752 202
14 Michael LiPari Bond Street Mortgage Paramus, N.J. $85,227,681 244
15 Craig Andriulli Bond Street Mortgage Paramus, N.J. $82,603,877 212
16 Robert Wishnick Guaranteed Rate Philadelphia, Pa. $80,716,854 243
17 Eric Bryce Guaranteed Rate Philadelphia, Pa. $77,832,901 178
18 Megan Wells Guaranteed Rate Affinity Mount Laurel, N.J. $76,456,074 225
19 Jeffrey Angelucci Guaranteed Rate Philadelphia, Pa. $75,511,453 238
20 Lucas Ross Metro Credit Union Chelsea, Mass. $73,202,725 225
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Originations Referral marketing Housing market New Jersey New York Pennsylvania Massachusetts Connecticut Top Producers