Top Producer Pro Tips: Down South Dealmakers
May 18, 2015 2:25 PM
Learn how the some of the industry's most successful loan originators get it done with these tricks of the trade from the 2015 Top Producers rankings' top 12 loan officers of the South.
No. 12 Holly Callia, Bank of New Orleans (No. 49 overall)
Tell us about your most creative or successful marketing strategy. Every time I sit down with a client I try to educate them on the options available and to answer those questions that they may not know to ask. My knowledge of underwriting and my commitment to continuing education is what enable me to give good answers and avoid surprises.
No. 11 Jason Hunter, Guaranteed Rate (No. 47 overall)
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing. We ask all the tough questions upfront so we ensure a smooth and enjoyable process. It's our job to extract everything from the borrower upfront.
No. 10 Ashley Smith, Atlantic Coast Mortgage (No. 45 overall)
Tell us about your most creative or successful marketing strategy. I pride myself in having a team that is available at any time of day, any day of the week. My motto to my referral partners is, "If you're working, I'm working!" I have gained more business because of marketing myself as being accessible in the times they need me most, which is usually nights and weekends.
No. 9 Peter Accolla, McLean Mortgage (No. 43 overall)
What's unique about the local market you serve and what do you do to address those needs? There are very high price points in this area, so knowing the jumbo guidelines in detail is very helpful.
No. 8 Michael Alexander, Citibank (No. 38 overall)
What's unique about the local market you serve and what do you do to address those needs? Florida is a challenging market, which is why I do not focus only on this area. I am active in 26 states. Florida has a great deal of self-employed borrowers. My degree in accounting allows me to navigate quickly through a tax return.
No. 7 Michael Murgatroy, Guaranteed Rate (No. 35 overall)
What do you know about the mortgage business now that you wished you knew when you started out? It is all about relationships. Build your network early and make sure everyone knows what you do. Business networking should be a required and available course in all colleges.
No. 6 Eric Glick, Starkey Mortgage (No. 33 overall)
Tell us about your most creative or successful marketing strategy. I believe being involved in the local homebuilder's association and being active in the Realtor community and events can truly produce results, but you must be consistent and active.
No. 5 Robby Oakes, Corporate Investors Mortgage Group (No. 29 overall)
What do you know about the mortgage business now that you wished you knew when you started out? How stressful it can be. I always tell people this business is a lifestyle and not a career. Each set of buyers depends on me and my company to deliver a highly competitive product in a timely manner.
No. 4 Brad Cohen, Capital Bank (No. 18 overall)
What's unique about the local market you serve and what do you do to address those needs? I work in the Washington metropolitan area. Credit quality is very high as the clients are very educated and savvy and they know what they want. They are very cost conscious and shop the Internet. I like being able to offer them extremely competitive quotes the first time.
No. 3 Yinan Nancy Sun, Austin First Mortgage (No. 15 overall)
Who is someone in your life, personally or professionally, who helps contribute to your success? Though I sit on top of the pyramid, my loan officers and back office staff are the base that provides the outstanding support. Without them, there would be no company at all.
No. 2 Matt Andre, FBC Mortgage (No. 7 overall)
What do you know about the mortgage business now that you wished you knew when you started out? It's not a sprint; it's a marathon! I think I'm still learning this one, but I wish I knew this earlier in my career. I approached everything for years with a "hair on fire" rush attitude so I could get to the next lead and close one more deal.
No. 1 Brian Blonder, Capital Bank (No. 4 overall)
Tell us about your most creative or successful marketing strategy. I came up with a strong value proposition that worked on financial planners and certified public accountants called the "Fastest Way to ZERO." Through spreadsheets and mathematics I could prove to the CPAs, planners and their clients that by taking advantage of refinancing and consolidation they could use the same dollars to become debt free more quickly.
