Patience Is What Gets Tough Deals Done

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Studying loan program guidelines can be tedious, but it's a task that Residential Home Funding's Marc Demetriou credits for helping him become one of the industry's top producing loan officers after just 10 years in the business.

Demetriou, a branch manager in the nonbank lender's Bloomingdale, N.J. office, is also a co-host of "The Real Estate and Money Show," a weekly talk radio show on WVNJ-AM in Northern New Jersey. He's been doing the radio show since Sept. 2013 with his co-host, real estate agent Antoinette Gangi.

Before joining the mortgage business in August 2005, Demetriou worked for State Farm and then started a professional employer organization named Compensation Solutions, which he sold his ownership stake in back to his partners in May 2005.

Last year, Demetriou originated 76 mortgages for a combined dollar volume of $35 million — putting him at No. 145 on the 2015 Top Producer rankings.

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?

The most successful marketing strategy is to have an up-to-date database with all your contacts, including all of your past clients and prospects. It is essential that you email them once or twice a month to stay on their minds so they call you when a mortgage need arises for them or someone they know. I use an email marketing company like ItsaPostcard.com to send out messages or information to the database as well as an automated electronic birthday postcard on their birthday.

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

The market I provide services to expects and demands great service as well as expertise. I deliver both and always impress my clients by being available from 7 a.m. to 11 p.m., seven days a week to take their calls and respond to their emails or texts.

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

There are a good number of difficult loans that I have handled to a successful closing. The secret is to not give up. I have spent hours studying guidelines and talking to the product reps to figure out a way to get a difficult loan approved. I like to think of myself as someone that moves mountains and never gives up until I know there is no possible way to get a loan approved.

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

I think I am pretty comfortable with the knowledge I had of the business almost 10 years ago and now. I have used the same strategy of making sure that every single client that closes a loan with me is extremely pleased with the service my office and I have provided to them. Additionally, my focus of building strong referral sources one meeting at a time has paid off.

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

My wife is very supportive of the hours I spend working on my business which allows me focus on my clients and my vision. Additionally, my office staff is exceptional and allows me to truly be successful.

Also, my mother has been with me from Aug. 1, 2005 when I started in the mortgage business and has truly been a great help in my business and in my life. Lastly, my father has been a great role model to follow and my grandfather was a great inspiration and mentor that also helped to shape the person I am today.

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